Basic Negotiating Skills for Today’s Real Estate Professional

Description

Basic Negotiating Skills for Today’s Real Estate Professional

4 hours CE Specialty Credit

Just imagine a Realtor® is in a situation where they want one thing, and their counterpart wants another. What to do? Challenge them to a duel? Although dueling days are past (whew!), there is a way to find a solution – and that is through negotiation. This course examines the art of negotiation and what it can mean for a real estate professional when practiced correctly. It will help Realtors® determine what negotiation is and how they can use it to find a solution.

In learning that negotiating is finding a suitable compromise while keeping the focus on what each party needs to get out of the situation, students will understand that negotiation is a valuable skill that can assist them in and out of work situations. Realtors® will learn about themselves to best understand how to negotiate with their clients. Best of all, it can help them earn more money and get the results they desire.

Objectives - After taking this class students will be able to:

• Provide an environment where the parties involved are aware of each other’s needs and are willing to work together
• Bring to a conclusion a negotiation where each participant leaves satisfied with results
• Explain merit-based negotiation and how beginning with a desired outcome improves the well-being of all participant
• List the five power positions and how each can be used in a specific negotiation to achieve the desired outcome
• Demonstrate six negotiating tactics that benefit the parties to the negotiation

Meet Your Instructor: Dan Lopez
REALTOR®, Broker/Owner, Educator, Servant Leader

Dan Lopez brings over 20 years of Florida real estate experience to the classroom, blending practical knowledge with a passion for teaching. As a Broker/Owner of a Central Florida real estate and property management firm, Dan leads with a strong commitment to professionalism, ethics, and service.

A recipient of the 2022 Florida Realtors® Achievement Award, Dan serves on the faculty for Florida Realtors® and Gold Coast Schools, where he teaches CE courses—including Core Law and Code of Ethics—across the state.

Dan is an active industry leader, serving in various roles with ORRA, Florida Realtors®, and NAR, and is a long-time RPAC Major Investor. His teaching style is engaging, relatable, and rooted in real-world experience—ensuring you leave each class with practical takeaways and a renewed sense of purpose.

Dan’s mission is simple: to inspire positive change and elevate the professionalism of every REALTOR® he has the privilege to teach.