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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 9: Activity 3, Negotiating Scenarios

Directions: Read each scenario and suggest a way to respond that would counter the tactic.

Tactic: A sense of urgency

Other side says
If your client makes an offer on a property, the seller’s representative might say: “I must warn you that we have gotten several offers and your offer is pretty low.”

Your response:

Tactic: Money problems

Other side says
If they like a property but want to negotiate price, interested buyers might say:
“I’d love to pay the asking price, but there is a salary freeze at my company (or did not get the expected promotion, unexpected expenses came up), and this is as much as I can afford to pay.”

Your response:

Tactic: Lower commission

Other side says:
Will you’re negotiating the listing agreement, the sellers might say: “We need the full amount of the sale price to afford our new house (we need to be able to afford to get the house presentable, we need extra money to fix up our new place), so I can’t pay you a full commission.”

Your response:

Component 10, next page >