HAR Produces First MCNE Graduates in the Country

Thirty Texas agents have completed a new training program at Houston Association of Realtors® (HAR) that raises the bar for professional representation in real estate.  During May of 2011, 29 HAR members (and one commuting Dallas agent) became the first agents in the...

Anchors in Negotiations

The notion of an anchor in real estate negotiations refers to the asking price of a home or the first offer. The idea is simple, that the negotiation is then tied to – anchored at – that fixed starting point. Like a ship at anchor, the negotiations will often drift...

Negotiating in Writing or Negotiating in Email

Without the immediacy of face-to-face communications, written negotiation provides time and distance – two significant advantages.  Most importantly there is time to carefully consider the information offered and to craft a reply that is well reasoned and...

Announcing the CSSN Course Available Online

With the housing market still feeling the ravages of the economic crisis, the Certified Short Sale Negotiator (CSSN) course has become one of the most popular courses offered at the Real Estate Negotiation Institute (RENI). Now the RENI, in conjunction with Asset Plan...

Cultural Factors in Negotiations – Part 2

As with the Part 1 post of Cultural Factors in Negotiations, different cultures enter into negotiation situations with different procedural expectations.  Common differences include:  sense of time, appropriateness of places, significance of gender and body language,...

Cultural Factors in Negotiations – Part 1

Different cultures enter into negotiation with different expectations. Therefore, when dealing with negotiations across cultures, you will find that the steps you need to take will be different. Look for clues that help you understand how the other party views sense...

Negotiating Short Sales

Question: If a short sale takes place and there is a second mortgage on the home can both balances be negotiated away so that the homeowner has no further debt?  In other words: House has primary mortgage of $500,000.  Second mortgage of $50,000 but house sells in...

Negotiating with Gen Y

We know that one of the master techniques in negotiating is to understand who you are negotiating with. In the case of younger adults – those born between 1980 and early 2000’s known as Generation Y – there are some shared general characteristics that can help you...

New! Ask the Expert

Our students have asked, and now the Real Estate Negotiation Institute is answering.  Tell us your real estate negotiation dilemmas, and we will try to provide as many answers as possible in this blog space. Questions should include specific details but not any...