Instructor: James Hochman
Location: Chicago-area • Chicago
Start Date: Mar 23, 2022 • End Date: Mar 23, 2022
Credit Hours: 3 – Elective
Contact & Registration Information
Schain Banks
[email protected] or 630-640-4041
Course Description
Effective Negotiation Skills is a course in negotiation that is tailored for real estate brokerage professionals. It emphasizes the Win/Win approach, tailored to brokerage listing and representation agreements, commercial leases, and commercial purchase and sale agreements. The key is to build relationships from conflict, rather than to end them. Participants will learn skills and approaches to conflict which are geared toward achieving lasting relationships rather than merely resolving conflict and terminating the relationship. Approaches to negotiation are keyed toward these goals, emphasizing good listening skills, fashioning solutions rather than gaining dominance or control over the counterparty. Recognizing the factors of emotion, human needs, and shared and disparate interests, this course offers techniques which are used to work for mutual gain: to earn a listing or representation agreement, to negotiate a lease or PSA, perhaps even to save a troubled relationship when deals head south. Learn from and with a lawyer who has represented brokers for more than 40 years in an interactive and positive setting, with real life examples of conflict resolution.