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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 2: Agenda

Welcome (2 minutes)

True stories (1-2 min.)

Background and objectives (2 min.)

Handout 1: Tips for Better Negotiations ( 5 min.)
Review these negotiating tips, and suggest some of your own.

Activity 1: Emotion vs. Logic (10 min.)
Recognize the roles that emotion and logic play in a negotiation and how to adapt your negotiation to the use each effectively.

Activity 2: Reading Non-Verbal Signals (5 min.)
Learn to recognize some common non-verbal clues to feelings and attitudes.

Handout 2: Avoiding an Impasse (5 min.)
Discuss ways to get the negotiation started again if it stalls.

Activity 3: Negotiating Scenarios (10 min.)
Use these situations to apply negotiating principles to actual scenarios.

Handout 3: Responding to Common Objections (5 min.)
Review some often-heard objections and learn about how you should respond to keep the negotiation going.

Adjourn

Running time: 45 minutes

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