(888) 243-RENI (7364) info@thereni.com

Negotiation Training

 
 

NEGOTIATION TRAINING

The RENI utilizes leading edge research and professional negotiation theory in all course offerings. Each course is designed to help real estate professionals achieve better results and protection for their clients in different real estate negotiation situations.

The Certified Negotiation Expert (CNE®) Designation is awarded to students who successfully complete ANY ONE of the three CNE 1, CNE 2, CNE 3 courses in any order and in any state.

MCNE - Mastered Certified Negotiation Expert

The MCNE® designation is awarded to students who successfully complete ALL THREE of the CNE 1, CNE 2, and CNE 3 courses in any order and in any state.

A Bonus for Our Graduates

All graduates receive Free access to our Basic Level Membership Program, RENI Advantage!

Click the image below for 24/7 access to RENI resources to keep your skills sharp.

RENI Advantage

CNE-1 Core Concepts

NEGOTIATION STYLES, PSYCHOLOGY, PERSUASION & METHODOLOGY (2 days)

This course is our flagship course developed over 10 years ago based on the best research and resources in business negotiation and is one of the top designations in real estate.

• Competitive Win-Lose Hard Bargaining vs. Collaborative Win-Win Negotiating- Understand the differences in these two classic approaches and how to use both approaches to get the best outcome for your client and yourself
• Psychology of Buying- Learn how the brain makes purchase decisions and how you can impact both sides of the brain in the decision making process
• Persuasion Principles- Scientifically proven persuasion approaches that increase your success rate at influencing others; includes scripts for real estate negotiation situations that utilize these proven persuasion approaches

• ACCE™ Model and Planning Guide- Learn how to proactively plan your real estate negotiations for success
• Case Studies- See how these principles and approaches are applied in real estate negotiation situations in all kinds of markets
• Skill Practice/Role Plays- Get a chance to practice your new skills in a safe environment that will increase your success in the real world
• Group Discussion Topics- Innovative and creative approaches are discussed by small and large groups that will help take your business to new levels

CNE-2 BUYER SUITE

Advanced Negotiation Techniques for Buyer’s Agents (1 day)

• Use the “ACCE™” negotiation methodology to negotiate better results in ALL of your negotiations
• Achieve better results and a higher level of protection for your Buyers
• Attract more Buyers by offering greater value as a trusted advisor
• Increase your negotiation POWER in ways you’ve never thought of before
• “Think Double” to anticipate and prepare more effectively

• Use a “Buyer Offer/Counter Offer Worksheet” for greater credibility and success in your negotiations
• Develop an effective Offer price to improve the odds of success in your negotiations
• Persuade your Buyer not to low ball the Seller
• Learn how to set your client’s expectations to eliminate disappointments blamed on you
• Handle highly competitive negotiators with ease
• Work more effectively with Listing Agents

Mastering Email Negotiations in Real Estate (1 day)

• Understand and explain the various communication modes for negotiating
• Explain and demonstrate the principles of effective written communications in real estate negotiations
• Understand and utilize the four (4) basic written communication skills necessary for effective written negotiations

• Explain the advantages and disadvantages of written negotiation approaches utilized in different types of real estate transactions.
• Utilize written negotiation techniques taught to attorneys
• Valuable email negotiation planning tool

CNE-2 BUYER SUITE

Advanced Negotiation Techniques for Listing Agents (1 day)

• Use the “ACCE™” negotiation methodology to negotiate better results in ALL of your negotiations
• Achieve better results and a higher level of protection for your Sellers
• Attract more Sellers by offering greater value as a trusted advisor
• Increase your negotiation POWER in ways you’ve never thought of before
• “Think Double” to anticipate and prepare more effectively

• Use a “Seller Offer/Counter Offer Worksheet” for greater credibility and success in your negotiations
• Develop an effective Listing Offer price to improve the odds of success in your negotiations
• Persuade your Seller not to over-list
• Learn how to set your client’s expectations to eliminate disappointments blamed on you
• Handle highly competitive negotiators with ease
• Work more effectively with Buyer’s Agents

Cultural Factors in Real Estate Negotiations (3 hours)

• Understand and explain the general concept of culture
• Assess the potential impact of cultural factors on your negotiations
• Deal effectively with language barriers in your negotiations

• Recognize and effectively counter common “cultural” negotiation tactics used by many different cultures
• Researched based tools and resources.

Negotiating Across Generations in Real Estate (3 hours)

• Understand and be able to explain the generational factors that are important in real estate negotiations.
• Understand the Silent generation and how their generational factors can impact real estate negotiations.
• Understand the Baby Boomer generation and how their generational factors can impact real estate negotiations.

• Understand Generation X and how their generational factors can impact real estate negotiations.
• Understand Generation Y and how their generational factors can impact real estate negotiations.
• Understand and know how to deal effectively with common “generational” negotiation practices and issues.

puzzle-right
“NEGOTIATION IS AN INFORMATION GAME.”

– Deepak Malhotra
Harvard Law School

WHY NEGOTIATION TRAINING FOR REAL ESTATE PROFESSIONALS?

“The real estate industry is saddled with a large number of part-time, untrained, unethical and/or incompetent agents.” – NAR Danger Report June 2015

Real estate agents and brokers are hired by home buyers and sellers to assist and represent them in the home purchase/sale transaction. In virtually all home purchase/sale transactions, home buyers and sellers rely exclusively on their agent/broker to interact with the other side to help reach an agreement.

“The most important service from the consumer’s point of view is help with negotiating.– Game Changers April 2014

A significant part of the value added by real estate agents/brokers is their ability to effectively negotiate and influence the other side to agree to acceptable terms.

“Standard strategies for negotiation often leave people dissatisfied, worn out, or alienated – and frequently all three.” – Getting to Yes by Roger Fisher and William Ury

Professional negotiation training has been taught and used in most industries for decades. The Real Estate Negotiation Institute (RENI) began teaching professional negotiation skills in real estate in 2005. RENI’s structured, disciplined approach to negotiating with and on behalf of clients consistently leads to better overall protection and final agreements for both parties.

The vast majority of MCNE/CNE graduates feel their MCNE and/or CNE Designations and new negotiation skills:
• provide a competitive advantage
• are valuable to their business
• are valued by their clients
• help them to stand out from the crowd
• give them more confidence in all negotiations

BOTTOM LINE:

Professional negotiation training contributes significantly to a strategic advantage and long term success.

puzzle-left

“THE MOST IMPORTANT SERVICE FROM THE CONSUMER’S POINT OF VIEW IS HELP WITH NEGOTIATING.”

– Game Changers
April 2014

CNE-1 Core Concepts

PRICING AND FEES

Public classes are $349 for each 2 day course segment. Early bird promotional rate offered with most classes. Private broker class pricing available upon request. RENI believes you should own what you earned. We do not charge any annual or renewal fee for our designation. It is YOURS FOR LIFE!

CONTINUING EDUCATION HOURS

It is RENI’s policy to submit our courses for CE credit hours in the states where we teach. We have approved hours in 30 states. CE credit hours for each state are listed with each course as appropriate. See the individual course listings on our calendar of courses for more details.

CANCELLATION POLICY

Cancellations made 7 days or more from the start date of a class will receive a full refund (minus a $25 cancellation fee). Cancellations made less than 7 days before the start of a class will not receive any refund but the registration fee can be transferred to a future class within one year of the original class date.

INCREDIBLE VALUE

Our training is an incredible value. Compared to leading negotiation training companies, we are the only one that focuses exclusively on real estate. AND… compared to any other real estate training in the industry, we are the only company that focuses exclusively on negotiation!

The CNE® and MCNE® designations will be clear evidence to your clients that you are the best-trained agent to help meet their needs. The results you achieve on behalf of your clients will be far above average compared to agents without this training.

SEE WHAT PEOPLE ARE SAYING

“I really enjoyed your class over the last two days. I can now see how planning for a negotiation can really give me the upper hand. I learned a ton and can begin applying what I learned immediately. Thanks again for the great class. Every real estate agent should take this class!”

– Jim Gruler, Broker, CNE

TESTIMONIALS