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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 12: Other Resources

Review The Sales and Marketing Tool Kit “Listing” section on overcoming objections and defending your commission .

For more information on negotiating, review The Virtual Library on “Negotiating Strategies” at REALTOR.org.

Review the following articles at Realtormag.com.

“Avoiding Deadlocked Negotiations”
David Rathgeber, REALTOR®Magazine, NATIONAL ASSOCIATION OF REALTORS® , November 1998.

“Conquer Compensation Conflicts ”
Elyse Umlauf-Garneau, Today’s REALTOR®, NATIONAL ASSOCIATION OF REALTORS®, February 1997.

“Do You have Any Objections ”
Charles L. Groebe, Today’s REALTOR®, “Book Review,” NATIONAL ASSOCIATION OF REALTORS®, April 1996.

“Get to the Heart of the Negotiation”
Danielle Kennedy, REALTOR®Magazine, “Selling—Doing Business,” NATIONAL ASSOCIATION OF REALTORS®, March 2001.

“I Know Your Type ”
Paul Tieger and Barbara Barron-Tieger, Today’s REALTOR®, NATIONAL ASSOCIATION OF REALTORS®, August 1998.

“Your Primer for Transaction Success ”
Robert Liparulo, Today’s REALTOR®, “1996 Selling and Marketing Guide,” NATIONAL ASSOCIATION OF REALTORS®, February 1996.