Negotiation Skills Training Seminars

Our public Negotiation Seminars and in house Negotiations Seminars are enlightening, educational, measurable and fun. Negotiation training seminars can be scheduled at your offices or through our open enrollment seminars. We do offer negotiation skills training seminars to the general public.

Contact us today to discuss your specific Negotiation training needs or to sign up for one of our public negotiation seminars. 

Participants in the Win- Win Negotiations seminar will learn to:

• Develop an effective plan and strategy for any negotiation
  
• Know when and when not to negotiate
  
• Negotiate face-to-face, on the phone, and through e-mail
  
• Learn to become a more persuasive negotiator
  
• Develop a common negotiating language with the other parties
  
• Use negotiation techniques that pull information from the other parties
  
• Read client and employee behaviors styles to maximize closure
  
• Recognize interests and issues and avoid unnecessary positions
  
• Neutralize manipulative negotiation tactics
  
• Minimize negotiation conflicts and deadlocks both internally and externally
  
• Coordinate negotiations within client organization
  
• Meet business objectives by focusing on planning rather than on tactics

Commercial real estate negotiation is built around logic, opportunity, and reason. In normal circumstances you are dealing with the investors of the market or businesses that need to occupy premises. Both of these groups operate from a position of logic. To make the sale or lease transaction work you need to be a good negotiator given that you are dealing with business people or investors that have very likely done all this before.

So let's set some rules which are fundamental to the negotiations common in the purchase or lease of commercial property. You are the real estate agent and should be the one that is fully in control.

As the agent in the transaction, you need to be taking relevant notes and recording key decisions between the parties. You should expect that disagreements will be frequent. You should also expect that many disagreements can get out of hand and even revert to legal process. If you stay in the industry for a number of years, it is only a matter of time before this occurs to you. In such case the only protection you have is the notes that you took as the negotiations proceeded.

The essential roles for you in property negotiation are as follows.

You need to prepare meticulously for the negotiation. This includes all elements of property detail and the alternatives from both sides of the equation. Landlords, sellers, tenants, and buyers, all look at the transaction from different angles. You should look at these angles before the negotiation commences in case something is raised and confuses or stops progress.

Each party to the transaction will have individual strengths and weaknesses. The prevailing market conditions will also have some influence on this. It pays to do a swat analysis on each of the parties before you proceed into the negotiation.

If you believe compromises are possible, such as in rent, sale price, the length of settlement, incentives, or terms of payment, it is best to structure your own strategy and responses around this before you start. Do not be too eager to bring across an early agreement at a reduced price or alternative terms; be prepared to call their bluff and stand back.

To get things moving ahead, and at the early stages of negotiation, it is best to start with the easiest points of agreement which will not produce a hurdle or obstacle. This can simply be the times of settlement, the suitability of the property, access to the property, or the suitability of improvements therein.

Expect that the other side will have some opinions or points of discussion that they want to win. Small wins are not a problem and a sometimes the pathway to the major agreement.

When major disagreement occurs it pays to encourage further discussion on the element of concern. Many times you can assist the other party to give you the method of resolve or compromise they want.

The use of open questions that encourage discussion will usually keep things moving ahead. Any answers that the other party gives you can be the cause for further open questions that drill down on the negotiation even more. Do not move to closed questions until the time is right.

If the other party wants to have a concession in the negotiation, then try to achieve a compromise which benefits the other party. A good negotiation in investment property is a reflection of agreement and compromise on both sides of the equation. Remember that you are not just negotiating price and rent, but rather the fuller terms and conditions of occupancy and purchase. There are many terms and conditions that you can work with as a compromise to other hurdles and obstacles.

Always give the true facts and if in doubt hold the negotiation until you do know the right answer. Always have proof and evidence of key facts around which the parties to the transaction are making their choices. This proof and evidence should be in writing and provided by third parties such as the land title office, the council search, the environmental report, the engineers report, or people associated to the client such as solicitors and accountants. Never guess or give vague answers.

As a good property negotiator, it pays to keep control your emotions. It is better to walk away from a heated discussion with pride, than to say the wrong thing at the wrong time.

As you connect and communicate, observe the body language and the complete picture of communication coming from the other party. What someone says in negotiation is not always what they mean or want.

So any great negotiation in Commercial Real Estate is a process of compromise and skill. You will do it often so set your own rules and stick to them. 

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