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OFFICIAL MAGAZINE OF THE NATIONAL ASSOCIATION OF REALTORS®



  SALES MEETING TOOL KIT: NEGOTIATING RESOLVABLE DIFFERENCES
 

Component1: Facilitator talking points

Component 2: The Negotiating Agenda

Component 3: Handout 1, Tips for Better Negotiations

Component 4: Activity 1, Emotion vs. Logic

Component 5: Activity 1, Emotion vs. Logic Idea Sheet

Component 6: Activity 2, Reading Non-Verbal Signals

Component 7: Activity 2, Reading Non-Verbal Signals Answer Sheet

Component 8: Handout 2, Avoiding an Impasse

Component 9: Activity 3, Negotiating Scenarios

Component 10: Activity 3, Negotiating Scenarios Idea Sheet

Component 11: Handout 3: Responding to Common Objections

Other Resources 		  Component 1: Facilitator Talking Points

These notes will guide you and your salespeople through a discussion and activities to improve negotiating skills.

Before the meeting:
  • Review all the meeting documents in this kit

Print the following:

1. These facilitator notes—Component 1

2. The Negotiating Agenda—Component 2

3. Handout 1: Tips for Better Negotiations—Component 3

4. Activity 1: Emotion vs. Logic—Component 4

5. Activity 1: Emotion vs. Logic Idea Sheet—Component 5

6. Activity 2: Reading Non-Verbal Signals—Component 6

7. Activity 2: Reading Non-Verbal Signals Answer Sheet—Component 7

8. Handout 2: Avoiding an Impasse—Component 8

9. Activity 3: Negotiating Scenarios—Component 9

10. Activity 3: Negotiating Scenarios Idea Sheet—Component 10

11. Handout 3: Responding to Common Objections—Component 11

Welcome(1 min.)

True stories(2 min.)
To get the meeting going,
1. Ask participants if any of them want to share stories of frustrating negotiations that turned out well. Or offer a story of your own.
2. Ask participants to estimate how many of their sales fell through during the negotiation.

Background and objectives (2 min.)
Negotiation is not a contest, but a process designed to bring both parties to an agreement of mutual benefit. There may be conflict during a negotiation, but a successful negotiation is one where problems are resolved and everyone involved feels like a winner.

In this meeting, we will:
  • Review and discuss negotiating tips that apply to every negotiating situation.
  • Explore the roles of emotion and logic in negotiations, and demonstrate how to respond to different levels of emotional/logical responses.
  • Demonstrate a few of the non-verbal signals that give clues to a person’s attitudes.
  • Examine a few ways to get a negotiation started again when it reaches an impasse.
  • Give you the chance to try out your negotiating skills in some sample scenarios.

Handout 1: Tips for Better Negotiations(10 min.)
Ask participants to read each negotiating tip aloud to the group and describe a situation where they have applied or failed to apply this tip. Ask the group for ideas on ways the tip could have been used in each situation described or for other tips they could share with the group.

Activity 1: Emotion vs. Logic(10 min.)
Explain that everyone’s actions are influenced by both emotion and logic. Identifying the influence of each factor on other parties to a negotiation and deciding where each falls along the emotion-logic continuum offers negotiators a clue on how to communicate effectively. Use the handout for Activity 1 to describe the traits of the four personality types listed on the left-hand side of the page. After you describe each personality type, ask participants to suggest the most effective ways to communicate with that type of individual and write these ideas on a flip chart. Use the Emotion vs. Logic Idea Sheet (Component 5) to prompt the discussion.

Activity 2: Reading Non-Verbal Signals(5-7 min.)
Demonstrate, or ask a volunteer to demonstrate, each of the non-verbal signals listed on the handout. Ask participants to suggest the attitude that each gesture indicates. Use the Non-Verbal Signals Idea Sheet (Component 7) to direct and prompt the discussion.

Handout 2: Avoiding an Impasse(5 min.)
Use this handout to discuss strategies for getting the negotiation started again if it stalls. Ask participants for other tactics they have tried to break a negotiation impasse. Some ideas include: splitting the difference, using questions to ask for more explanation of a point of disagreement, postponing the session to another time.

Activity 3: Negotiating Scenarios(10–20 min.)
Ask one participant to read each of the negotiating scenarios and suggest a good response to the tactic. Then ask the group for other possible responses. Use the Negotiating Scenarios Idea Sheet (Component 10) to prompt the discussion.

Handout 3: Responding to Common Objections (5–10 min.)
Use this handout to review common objections participants may hear from buyers and sellers. Ask a participant to read each objection and the suggested response. Then ask the group for other possible responses to these statements.

Adjourn
Wrap up with a summary of the meeting.

Component 2, next page >