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Negotiations - Negotiations
7 Hours of Professional Development
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This module introduces the student to the strategy, structure and common problems of negotiation. Virtually anyone can profit from improving her negotiation skills; since there is so much cooperative exchange in human life, we regularly encounter situations in which we must bargain with someone else to get what we want. Real estate professionals, whose livelihoods depend on negotiating good deals for themselves and their clients, can benefit from studying negotiation even more than most people.
This negotiation module is made up of six lessons:
- Cooperation, Conflict and Negotiation
- Negotiation Fundamentals and Distributive Bargaining
- Integrative Negotiation
- High-Pressure Tactics and Ethics in Negotiation
- Common Problems in Negotiation
- Real-World Practice Lesson
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This is a professional development course and cannot be used as real estate licensing or real estate continuing education.
Learning Objectives:
Upon completion of this module, the student will be able to:
- Explain why conflict is a common event in human life, and be able to describe common responses to conflict.
- Apply his understanding of conflict reactions to make judgments about which response is appropriate in a particular conflict.
- Describe the central role of concessions and commitments in negotiation.
- Discover and evaluate her best alternative to a negotiated agreement.
- Know how to rank his alternatives in terms of preference, and be able to explain how these preferences determine the scope of negotiation.
- Name and apply some basic strategies for evaluating the offers made during negotiation.
- Recognize the basic considerations she must explore to prepare for negotiation.
- Distinguish between the two common styles of negotiation, and make judgments about which style is appropriate for a particular conflict.
- Outline the central strategies of these negotiation methods, as well as the demands each approach places on negotiators.
- Spell out the purpose of high-pressure negotiating tactics, and give examples of both the tactics themselves and strategies for managing the high-pressure negotiator.
- Apply his ethical standard in negotiations, and be able to explain why unethical behavior is a potential problem in negotiation.
- State the common cognitive errors and psychological tendencies that are the primary pitfalls of the negotiation process, and give details about the problems these issues pose for negotiators.
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