The Peebles Principles - Success in Commercial Real Estate Development

Three Books in One - Using Influence, Power Negotiation and Real Estate

There are some lessons to be learned in the twelve Peebles Principles. These lessons will help any entrepreneur to hone their negotiation skills. Though R. Donohue Peebles is a commercial real estate developer, most of the principles and his "ground rules" will apply in any business where negotiation and deal-making is required.

A large portion of this book is devoted to descriptions of power brokering and using political influence. Nationally prominent names are dropped throughout.

For those interested in using political connections to further their business interests, and I'm sure there are many, there are lessons to be learned. Though few of us will ever have these high level contacts, small town commercial developers can learn and apply the tactics and principles in their town and county political environments.

The Peebles Principles for negotiation from both a position of power and from behind the eight ball should be valuable to all in business. Every bit as interesting as the twelve principles, the "Peebles Ground Rules" at the end of each chapter provide concise "rules of the road" for deal-making.

There are personal/motivational ground rules like "Always believe in yourself" and "Appear strongest in your weakest moments." But the Peebles Principle #1 takes off immediately and practically with "When going into any major deal, you need absolute control over some key element. If you want to win as an entrepreneur, never negotiate a deal unless you are essential to it."

Not wanting to give more away, these quotes are just the tip of the iceberg. If the reader does nothing but make up a crib sheet or set of cue cards for their next negotiation from these principles and ground rules, the book will have been the wisest of purchases.

Though it makes this review appropriate for this site, the fact that the Peebles Principles and Ground Rules are taught in the framework of commercial real estate development is almost incidental.

The various deals are useful in pointing out the viewpoints and concerns a commercial real estate developer might encounter from government and other interested parties with a stake in the outcome. However, these lessons are quite secondary to the general negotiation strategies that are appropriate in any business.