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Getting to Yes – Alvernia University

CE Credits: 3.5 TuesdayJune 13, 20239:00 am - 12:30 pm
500 Progress Ave. Pottsville Pennsylvania, 17901

Note: This class will take place at Alvernia University’s Pottsville campus.

Why take this course?

Getting to Yes covers how an agent can learn to successfully negotiate on behalf of his/her client, without violating fiduciary duties. The goal of every negotiation is win/win. Agents need to consult with their clients to determine the client’s goal and structure a negotiating strategy that will help the client achieve that goal. Agents tend to focus on price, but negotiations are about price, terms, and conditions. Part of a negotiation includes carefully reading the contract as presented and determining, with the client, what is acceptable and what needs to be negotiated.

Learning Objectives

  • Identify opportunities for negotiation in the typical real estate transaction
  • Understand fiduciary duties under license law and the REALTOR® Code of Ethics
  • Understand “Win/Win” and how to get to this position on behalf of your clients
  • Outline how to structure a negotiating strategy with clients by consulting with the client regarding their goals for the negotiation
  • Use strategies to help clients focus on their position
  • Apply techniques learned in class to negotiate
  • Understand some things are legally non-negotiable
Melanie McLane Instructor Headshot


Melanie McLane

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