Description

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