Negotiate with Confidence and Power: Advanced Practices

Negotiate with Confidence and Power: Advanced Practices


Course Credit Hrs.
Negotiate with Confidence and Power: Advanced Practices 3.00
To be a master negotiator, set aside your common sense about negotiating.
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  • Advanced negotiating techniques sometimes operate beneath the surface of awareness, even on a deeply subliminal level. They allow you to avoid strong-arming other parties, while taking control of the situation. Master negotiators first work toward understanding what the other parties want, then they help them achieve those goals—all while getting what you or your client wants. Most Americans like to compare negotiating to a wrestling match—full of conflict and struggle. But negotiating at its best is more like a dance, where both parties work together through moves and counter-moves, through harmony and discord, to resolve their mutual needs.
  • You will build powerful advanced skills for persuading and influencing others on behalf of your clients. You'll also learn how to overcome negotiation blocks, and how to deal with difficult negotiators.

    Section 1 - Understanding Other Parties in a Negotiation

    Chapter 1 – Discovering Missing Information

    • Two general classes of questions
    • How the Meta Model can help you refine your questions
    • 9 Meta Model Techniques       
    Chapter 2 – Removing Blocks to Successful Negotiations
    1. Resistant Attitude Blocks
    2. Psychological Blocks
    3. Rapport Blocks
    Chapter 3 – Reducing and Overcoming Resistance
    Section 1 Summary

    Section 2 – Persuasion and Influence Strategies
    Chapter 1 – The Power of Suggestion
    • Direct Suggestions
    • Imbedded Questions
    • Imbedded Commands
    • Quotes
    • Junko Logic
    • Goal Suggestion
    • Illusion of Choice
    • Presuppositions
    • The Double Bind
    • Metaphors
    • Turning Negatives into Positives
    Chapter 2 – Influencing the Behavior of Other Parties in the Negotiation
    Section 2 Summary

    Section 3 – Dealing with Difficult Negotiators
    Chapter 1 – Passive Negotiators
    Chapter 2 – Aggressive Negotiators
    Chapter 3 – Passive-Aggressive Negotiators
    Chapter 4 – Assertive Negotiators
    Section 3 Summary
  • 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


According to MN Statute 45.30 (c), “A Licensee must not receive credit for more than eight hours of continuing education in one day.” The date you receive credit for our courses is the date you complete the final exam, according to Central Standard Time. It is your responsibility to keep track of how many credits you have earned each day.

Continuing Ed Express will submit your MN real estate continuing education course completions to the Minnesota Dept. of Commerce through Pulse Portal. Please enter your correct MN real estate license number at the end of each course in order to avoid delays in reporting. Visit to review your CE course completion history. 

Visit the Minnesota Department of Commerce website for information about continuing education requirements.

Need to get your real estate license? See our Minnesota Pre-License information.

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