Negotiating a real estate transaction is like any other negotiation. Before beginning, a goal has to be established, scores of issues have to be considered, and a wealth of information and materials must be gathered and studied. Negotiation is a process consisting of a series of proposals, positions, counter-positions, actions, reactions, and reciprocity--all leading optimally toward a mutually desirable end. It is the process itself that gives structure and substance to negotiation.

Once these preliminaries have been addressed, the broker can develop a bargaining structure, a negotiating strategy, and a negotiating process that support and are tailored to the specific transaction from beginning to end. The resulting bargaining structure will offer a clear direction on how to commence negotiation, make the right moves at the right time, and when and how to close. Brokers must view themselves not as messengers transmitting bulletins from one player to another, but as architects with a clear vision of the structure, combined with the knowledge of every aspect and element that sustains it.

This seminar covers the following subjects:

1. Gathering all pertinent information about every player
2. Assembling relevant information about the property
3. Reviewing market conditions
4. Determining and prioritizing every issue related to the deal
5. Developing a bargaining structure based on players' needs and objective conditions
6. Assessing players' mindsets
7. Mastering the process of give and take-quid-pro-quo
8. Establishing mindsets supportive of each negotiating move being contemplated
9. Maintaining momentum throughout the negotiation
10. Attaining mutual gain
11. Empower yourself by harnessing your creativity