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
3 Elective CE Hours
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.

    3 Elective Hours of Continuing Education
  • 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


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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