Description
If people could get what they want merely by asking for it, negotiations would not be necessary. It is through trying to reach an agreement with someone who may have an opposite or different interest that negotiation skills are put into play. The successful negotiator makes certain that every participant in the negotiation views the result as a successful outcome.
Real estate licensees are asked daily for help with many different aspects of a real estate purchase or sale. Real estate counseling differs from typical brokerage services by offering the home-buying consumer the opportunity to get a second opinion and to hire a counselor based on real estate expertise and experience. The purpose of this course is to provide participants with negotiating and counseling knowledge and skills—resulting in increased productivity, income, and effectiveness.
Objectives
After completing this course, students should be able to:
- Understand what negotiating skills they need to enhance
- Identify who licensees negotiate with
- Manipulate the Critical Elements of Negotiation to a strategic advantage.
- Implement negotiation tactics and strategies appropriately.
- Demonstrate behavior consistent with the Four Negotiating Principles in a negotiation situation.
- Respond to and guide customers through negotiation objections and sales resistance.
- Implement the four steps to win-win negotiations
- Summarize the job description and requirements of a real estate counselor.
- Evaluate the potential of real estate counseling as a career addition.
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