Are You a Messenger or a Negotiator?

Negotiation is one of the most important skills of a real estate agent. Instead of merely relating the wishes of one party to the other, agents must provide objective standards and realistic feedback to assure that parties don't allow their position to interfere with their interests. Agents will learn the skills of effective negotiation to move parties closer to agreement while representing their client's interests. Major points:

  • Get Ready to Negotiate    
  • Remove Barriers to Negotiation    
  • Example of a messenger vs.negotiator    
  • Manage expectations    
  • Question their position    
  • Focus on client interests    
  • Provide an objective standard    
  • Help parties see the opposite position    
  • Feedback vs. Advice    
  • Law of Contrast    
  • Four Steps to Handling Resistance

 

Seminar Topics