Friendly Persuasion

Effective Negotiating Strategies

By Ed Hatch, CRB, CRS
(Workbook included on CD-Rom)

The real estate profession is essentially a people business. Once you have designed a business plan, implemented an effective promotional plan, and enlisted the help of an effective assistant to handle and maintain the essential systems and strategies, the real job of negotiating with and for your clients begins. Effective negotiating strategies depend on your ability to communicate effectively, listen actively, understand underlying motivation, and handle and answer clients' objections.

The following topics are addressed specifically and in depth:

Essential characteristics of an effective negotiator

Significant obstacles to any negotiation

The "4-Principled Negotiation Model"

3 elements that affect the outcome of any negotiation

Developing trust and rapport

The obstacles to verbal and nonverbal communication and how to overcome

Active listening skills

10 guidelines for separating the people problems from the substantive problems

Basic theories of human behavior

3-step strategy for uncovering underlying motivation

Application of Stanford Research Institute's strategy for uncovering primary motivation

Proper steps in preparing for the negotiation

6-step stratgegy for handling and answering objections

Identifying and applying the 13 negotiating gambits

Dealing with people who have more power and/or won't play by the "rules"

Other Ed Hatch products include: Becoming REALTOR of Choice, Mind Your Own Business, One Speaks…One Listens, Exclusively By Referral-The Program, The Personal Assistant,and The Write Stuff Letter Systems.

Specials

Purchase multiple Ed Hatch products and receive the following specials:

Any 2 products..$149.00

Any 3 products…$199.00

Any 4 products…$259.00

Any 5 products…$299.00

Any 6 products...$339.00

all 7 products.....$359.00

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