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The Personal Obligation Negotiation Tactic

The personal obligation negotiation tactic can be a persuasive tool in professional real estate negotiations.  When used correctly, it has the effect of making the opposing party feel as though they “owe” you something. Most people feel an innate sense of obligation...

The Ask Why Negotiation Tactic

In professional real estate negotiations, the ask why negotiation tactic is the bedrock of good negotiation skills. It helps identify areas of real issue, puts the spotlight on the specific problem, and lets both sides work towards a resolution. It can be – perhaps...

The Recess / Walk-Out Negotiation Tactic

In professional real estate negotiations, the recess or walk out negotiation tactic is a threat to break off the negotiations and imply an end to all discussions. When the walk-out negotiation tactic is employed, one party leaves the room in protest of the terms or...

Using the Emotion Negotiation Tactic

Few situations are as frustrating as a professional real estate negotiation that is going around in circles with no end in sight. All reasonable attempts to move through the contract points are met with evasions or outright ignored. Your opponent may be stalling or...

TEMPLATE MENRE

Mastering Email Negotiations in Real Estate: – Covers negotiations by email, fax, text message, and instant messaging with clients, other agents, banks, etc. – 110+ pages of negotiation strategies and information – Includes ACCE Negotiation...

The Broken Record Negotiation Tactic

With so many details part of a professional real estate negotiation, it can sometimes be necessary to repeat a request for clarity or inclusion. You want to make sure that your client’s interests are accurately represented in the negotiation. But what if the opposing...

TEMPLATE: ANTLA, CFREN, and NAGRE

Advanced Negotiation Techniques for Listing Agents: – 1-day immersive training in advanced negotiation techniques with focus on sellers and sellers’ agents – 175 page Student Manual – Customizable forms to attract more sellers and get better results...

ANTBA & MENRE HAR

Advanced Negotiation Techniques for Buyer’s Agents: – 1-day immersive training in advanced negotiation techniques with focus on buyers and buyer’s agents – 120+ pages of negotiation materials – Includes customizable forms to use with your...

The Back Burner Negotiation Tactic

Using the back burner negotiation tactic can be an effective way to stall a negotiation that is not going favorably for you. And in so doing, you may bring pressure to bear on the opposite side of the table to make concessions that will bring your side of the table...
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