Negotiation Training

 

The CNE® designation is earned by taking the CNE Core Concepts course. The CNE Core Concepts course must be taken first before taking the CNE Advanced Concepts course to earn your MCNE® Designation.

CNE Core Concepts Course = CNE® Designation Course

As an agent who has been licensed for less than a year, the class helped me immensely. I was a little concerned that maybe I was jumping the gun a little bit to take this training so early on in my real estate career, but it was the best thing I could’ve done. I now feel very confident in my ability to negotiate. I love that RENI teaches how to take a collaborative approach to negotiating, as that is my model for how I want to do business. The training taught me that I CAN have a win-win for both me and my client, and how to go about achieving that goal.” — Heather Miyakawa, CNE

“Thank you for bringing the CNE training to the world of Real Estate. Although I have been in Real Estate over 23 years, and am a licensed Associate Broker, I had never been introduced to the information you presented in your course this week. With my new tools, I am empowered to try a different approach than I had originally thought possible. Taking this course is like flying when you have been accustomed to traveling by mule.” — Jeanette Anderson CNE


The MCNE® designation is awarded to students who successfully complete both the CNE Core Concepts course and the CNE Advanced Concepts course.

The CNE Core Concepts course must be taken before the CNE Advanced Concepts course.

CNE Core Concepts course + CNE Advanced Concepts course = MCNE Designation

“Without a doubt, the best training I have received in my 20+ years as a Realtor is the MCNE program offered by the Real Estate Negotiation Institute.” — Maggie Barduson MCNE

“Thank you for the most educational experience of my life. In 15+ years as a licensed real estate professional and 30+ years as a tax accountant, I have never taken classes that were as inviting, educational, powerful, and rewarding as the MCNE classes. I enjoyed every minute!” — Christina Dharamsingh MCNE

“I value my MCNE designation above all others.” — Gil Daigle MCNE

The vast majority of MCNE/CNE graduates feel their CNE/MCNE Designations and new negotiation skills:

  • make them feel more confident
  • make them feel more capable
  • make them more trustworthy with clients
  • help them belong to an elite group and to stand out from the crowd
  • help deliver far better results
  • create a far better experience for clients
  • provide a competitive advantage
  • are valuable to their business
  • are valued by their clients

CNE Core Concepts Course

NEGOTIATION STYLES, PSYCHOLOGY OF BUYING, PERSUASION PRINCIPLES, SCRIPTS, & PLANNING METHODOLOGY (2 Days)

This course is our flagship course developed 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 Advanced Concepts Course

ADVANCED NEGOTIATION TECHNIQUES FOR BUYER’S AND LISTING AGENTS (1 DAY)

  • Feel more successful by achieving better results and a higher level of protection for your clients
  • Have your clients appreciate and trust you more
  • Build your own and your client’s confidence in your capabilities
  • Attract more clients by offering greater value as a trusted advisor
  • Show clients you are part of an elite group of trained professionals
  • Increase your personal growth for greater career success
  • Understand and defend your value proposition against all types of competition (including new hybrid models)
  • Put yourself in control of the negotiation
  • Learn how to set your client’s expectations up front
  • valuate and increase your negotiation POWER to achieve even better results
  • New client interview process that virtually guarantees success
  • Learn how to generate positive emotional feelings from the client to you
  • Use a Buyer Resume to position you and your buyer most favorably (especially in multiple-offer situations)
  • Develop effective offers and counteroffers to help your client win
  • Easily persuade your Buyer not to low ball the Seller or the Seller not to over-list the home
  • Handle highly competitive negotiators with ease
  • Work more effectively with other agents

MASTERING EMAIL NEGOTIATIONS IN REAL ESTATE (1/2 DAY)

  • Become more confident and persuasive in written communications
  • Learn which fonts will make you more persuasive
  • Protect yourself and your client when negotiating in writing (including texting)
  • Understand and explain the various communication modes for negotiating/communicating
  • 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
  • Utilize 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

CULTURAL FACTORS IN REAL ESTATE NEGOTIATIONS (1/4 DAY)

  • Feel more confident in dealing with cultural negotiation situations
  • Understand and explain the cultural considerations in real estate negotiations
  • Assess the potential impact of cultural factors on your negotiations
  • Deal effectively with language barriers in your negotiations
  • Recognize and deal effectively with common “cultural” negotiation tactics used by many different cultures
  • Access new researched-based tools and resources

NEGOTIATING ACROSS GENERATIONS IN REAL ESTATE (1/4 DAY)

  • 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

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"NEGOTIATION IS AN INFORMATION GAME."

- Deepak Malhotra, Harvard Law School

The more information you have, the better outcome you should achieve.

WHY NEGOTIATION TRAINING FOR REAL ESTATE PROFESSIONALS?

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"The real estate industry is saddled with a large number of part-time, untrained, unethical and/or incompetent agents.”

- NAR Danger Report

This statement still holds true. Real estate agents and brokers are hired by home buyers and sellers to 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 and negotiate with the other side to help reach an agreement. The risk is too high that clients will hire a “part-time, untrained, unethical and/or incompetent agent.”

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“The most important service from the consumer’s point of view is help with negotiating.”

- Game Changers

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.

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“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 results for both parties.

BOTTOM LINE

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

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