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R.E. Masters Course Descriptions
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Course 206: Winning Negotiation Techniques
Course Goals
The purpose of this course is to:
  • Demonstrate various examples real estate transactions so you can focus on the interactive skills that effective negotiators use in face-to-face negotiations.
  • Familiarize students with differences in expectations about negotiations that people from different countries have, and which cultures are considered negotiating and non-negotiating.
  • Introduce students to ways of managing the fears of rejection, decision making, making a mistake, and uncertainty.
  • Identify common mistakes novice negotiators make.
  • Help students assess their own skills and determine the areas of negotiation they would like to improve on.
Learning Objectives
Upon completion of this course, the student will be able to:
  • Define the concept of negotiation and steps in the negotiation process.
  • Identify differences in how people from different countries negotiate.
  • Negotiating to gain a ratified contract.
  • Identify common fears of negotiation.
  • Recognize opportunities to negotiate in the real estate business.
  • Use a negotiating system to become a better bargainer.
  • Structure deals that get accepted.
  • Write a contract in multiple-offer situations.
  • Determine the negotiating venue.
  • Build rapport and trust.
  • Begin negotiations.
  • Receive offers in multiple-offer situations.
  • Demonstrate flinching.
  • Listen to responses to offers.
  • Reach initial consensus.
  • Break impasses.
  • Develop an agreement in writing.

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