(NEB) Harvard Based Negotiations Workshop – 2 CE

Instructor: Cesar A. Costa

Early payment membership dues credits can be applied to this class if dues were paid in full prior to June 14th, 2023.

This course is approved for 2 HRS of Continuing Education. Florida rules require that we monitor attendance and we can not issue credit for less than the number of approved hours. In order to receive credit for your course, please arrive on time and stay for the entire class.  Sign-in and Sign-out is required for this class to receive full credit.

After completion of this course, real estate agents will be able to conduct more effective negotiations, being able to properly frame the context, identify the key interests, create options for mutual gains and
have a framework to conduct and manage negotiations. Finding the right problem to solve and generating options for mutual gains will generate more value and advance on problem solving. Realtors will be able to apply the Harvard Negotiations model in several different circumstances and be more effective on negotiations, providing a better service for their customers.

The course objective to provide training on:

1. What are the dynamics of service and how value is created on the service business? What is role of
credibility, reputation, and perception.
2. How behavior is shaped. What is framing and how that it affects our decision making.
3. Why negotiations fail? How to define success in a negotiation in order to enhance the outcome.
4. What are the most effective practices in a negotiation?
5. Review of the seven elements of the Harvard negotiations model and its applications.
6. How to generate value in a negotiation