Negotiating for a Win/Win

Overview

Whether we realize it or not, we are all participants in some negotiation or another all day long. Your ability to negotiate determines whether you can or can't influence your environment. No where is that more relevant than in the real estate industry. Your ability to negotiate directly affects your ability to earn an income. You need to know how to negotiate. This course examines negotiation basics including personality types, cultural differences and principled negotiations. From there it moves to negotiating strategies and tactics, always striving to achieve win/win results for your clients and customers.

Learning Objectives

Upon completion, students will be able to:

  • discuss the importance of understanding personality types and developing good communication skills in order to achieve a successful negotiation
  • explain the difference in positional and interest-based negotiation
  • identify the three primary means of communication giving weight to each method
  • describe the best ways to achieve win/win negotiation
  • define the four points of focus for successful negotiation; people, interest, issues and objective criteria
  • illustrate different strategies and tactics used in negotiation

Designed For

Real estate professionals in all stages of their career
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