• What makes real estate negotiation unique?

• Understanding your role as an agent or broker.

• The importance of preparation and market knowledge.

Activities:

• Case study: Successful vs. unsuccessful negotiations.

• Self-assessment: What type of negotiator are you?

• Understanding buyer and seller psychology.

• Emotional intelligence in negotiations.

• Using body language and verbal cues effectively.

Activities:

• Role-playing exercises: Reading client emotions.

• Video analysis: Breaking down real negotiation scenarios.

• Researching the property, market, and parties involved.

• Setting realistic goals and knowing your limits.

• Drafting a negotiation plan.

Tools:

• Checklist for pre-negotiation preparation.

• Templates for setting client expectations.

• Strategies for negotiating lower prices.

• Handling multiple offers as a buyer’s agent.

• Leveraging contingencies and inspections.

Activities:

• Role-play: Negotiating with a seller’s agent.

• Practice crafting competitive offers.

• Techniques for defending your seller’s price.

• Responding to lowball offers.

• Creating urgency without alienating buyers.

Activities:

• Workshop: Crafting persuasive counteroffers.

• Case study: Pricing strategies that protect value.

• Navigating commercial real estate deals.

• Negotiating with investors or groups.

• Using leverage and creative solutions to close difficult deals.

Tools:

• Scripts for complex negotiations.

• Breakdown of financial terms and contingencies.

• Handling difficult clients or agents.

• Managing emotions and staying professional.

• Navigating cultural or personality differences.

Activities:

• Conflict resolution scenarios.

• Group discussion: Sharing personal negotiation challenges.