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Negotiate with Confidence and Power: Fundamentals

Negotiate with Confidence and Power: Fundamentals


Course Credit Hrs.
Negotiate with Confidence and Power: Fundamentals 3.00
3 Elective CE Hours: When negotiating is not treated like a competitive game, everyone can win.
  • Your negotiations have the best chance of succeeding when they are conducted within an atmosphere of cooperation and mutual respect. We’ll spend time discussing how to model that tone with your own behavior. You’ll learn powerful ways to affect outcomes in your favor without putting the other party on the defensive. You’ll also learn standard negotiating tactics—even the highly aggressive and distasteful ones. Even if you don’t use them, you’ll need to know how to spot them and counter them when others use them against you.

    3 Elective Hours
  • Learn the fundamentals of successfully negotiating for your clients. You'll learn how to engage other principals, and uncover their motivations. You will also learn how to use powerful negotiating tactics, and how to counter them when used against you.

    Section 1 – An Overview of How Negotiating Affects Our Lives

    • Introduction
    • Chapter 1 – Negotiating in our Everyday Lives
    • Chapter 2 - Taking Cultural Values into Account
    • Chapter 3 – Defining Issues and Processes
    Section 2 – Involving and Understanding the Other Parties
    • Chapter 1 – Involving other Parties in the Negotiation
    • Chapter 2 – Understanding the other Parties to a Negotiation
    • Chapter 3 – Withholding judgment and inferences
    Section 3 – Reaching Agreement and Resolution
    • Chapter 1 – Confrontations
    • Chapter 2 – The Power of the Written Word
    Section 4 – Negotiating Tactics and Their Defenses
    Chapter 1 - Basic Tactics and Defenses
    • Limited authority
    • Give your problem to the other party
    • The “Depends” response
    • The friend-foe team
    • The “Ouch” response
    • Using mediators and “impartial” third parties
    • Splitting the difference
    • Dodging a “bog-down”
    • The “Take-Back” taps motivation
    • Reducing to the Relevant
    • Distraction Strategies
    • The Upgrade
    Chapter 2 – Conclusion
  • Instructor: Jim Luger

    Jim Luger has been a real estate broker and instructor for over 35 years, and has taught thousands of real estate agents and brokers in classrooms and online. He is a member of the Real Estate Educators Association (REEA), and is certified as an online instructor by the International Distance Education Certification Center (IDECC).

    Jim opened a real estate brokerage in 1976, later adding a title insurance agency, and mortgage brokerage. He has also owned a property management company, and has held an insurance license. He has been a certified trainer for an international real estate franchisor, and has appeared on national television and radio programs as a real estate expert.

    You can contact Jim at


Continuing Ed Express will submit your SD real estate continuing education course completions to the South Dakota Real Estate Commission. Per Article 20:69 of the South Dakota Administrative Rules.

Visit the South Dakota Real Estate Commission website for more information about continuing education requirements.

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