Negotiations

Master face-to-face interactions and secure positive results in your transactions that increase your personal & financial success.

41
Hrs
Mins
Secs
06
45
15
Segments Duration
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INSTRUCTOR

Bob Snyder

Not just the CEO at Renatus, Bob also shares years of wisdom and experience as a Practioner/Instructor for Renatus.  With over 20 years as an active real estate investor, Bob truly walks the talk as he stores wealth and generates great returns through his portfolio of Residential Rentals, Commercial Properties and Fix and Flips. His background in numerous direct sales businesses has made him a master at the arts of negotiating, presenting and training.

Description:

Renatus CEO and Founder, Bob Snyder teaches that negotiations in business, and in life, is an art not a science. Gain specific tips and techniques on intangible negotiation tactics like attitude and optimism, in addition to the trade specific skills such as the 8-steps to negotiations and the walk-away technique. Creating positive outcomes is directly tied to your ability to solve problems. In Negotiations, the master negotiator teaches you how to look for and find the other parties pain points and how to create win-win outcomes for everyone. Learn the function of questions, and how to translate that skill into more deals and more profit. This immersive training will allow you the opportunity to represent both a seller and a buyer in negotiations with practical application and real-life case studies. In addition, learn how to gain and manage power in negotiations with 30 strategies and success tactics. Together, this class and your preparation will ensure that you gain and keep the advantage position in all your business and investment transactions.

  • 01

    Pre-Assessment

    Take this assessment to see how much you already know about this topic.

  • 02

    Instructor Introduction and Class Expectations

    The instructor for today’s course is Bob Snyder. He gives students an understanding of what they should expect to learn and encourages them to participate and ask questions.

  • 03

    What is Expected of You

    Bob shares a story about a famous physician who taught his first-year medical students a lesson that they will never forget. Bob ties that story back into today’s course, where students are asked to listen, pay attention, and ask questions.

  • Show all 41 segments

    • 04

      Reality Check

      Bob gives the audience a “reality check” where he stresses that friendly, likeable, and honest people are the ones that others want to work with. Through being likeable, you’ll find that deals will come to you, instead of always chasing the deals down.

    • 05

      Negotiations Defined

      In this segment, the class will learn what the word negotiation really means. Bob teaches and defines the eight main qualities that make up negotiation.

    • 06

      How Do You Go About It?

      You know what negotiation is, but how do you put good negotiating skills into practice? Bob shares the general things you should know before first meeting with others.

    • 07

      How Do You Go About It? II

      One of the most important aspects to negotiating is controlling your emotions. Bob tells the audience how he came to learn that lesson personally and why it so crucial when speaking with others.

    • 08

      The Function of Questions

      The instructor helps the class understand the importance of asking good, open-ended questions. Questions can help you learn about the client’s needs, as well as build rapport and trust.

    • 09

      Questions II

      This segment has some really good questions for students to use as they are negotiating a deal. For example, just by asking, “How am I going to do that?” has the ability to turn a still negotiating opponent into a motivated problem solver.

    • 10

      Questioning Tip

      Bob answers some audience questions about how to negotiate if you are a shy person, what to do if you have offended someone, and how to correct your mistakes.

    • 11

      Questions to Ask Yourself

      Bob provides a list of questions you should ask yourself before negotiating. Some of these include: What happens if I don’t reach my desired outcome? What are my expectations? What is my support material?

    • 12

      Turning the Tables

      What do you do if someone is making unreasonable requests or asking questions you don’t want to answer? Bob shows the class how you can turn the question around on those people and put the pressure back on them.

    • 13

      Closing Questions

      What happens when the negotiation is over and both parties are ready to make a deal? Bob provides some sample questions you can ask to ensure that the other party is ready to move forward.

    • 14

      Power in Negotiation

      In this segment, students will learn about the different factors that amplify power in negotiation. Some of these include: alternative power, commitment power and legitimacy power.

    • 15

      Power in Negotiation II

      Bob tells a personal story about how a friend of his was able to adopt new real estate strategies to maintain his success. Also, he shares a story of how he was able to use the power of opposition knowledge to purchase his current car from the dealership.

    • 16

      Power in Negotiation III

      Learn how using expert power can assist you in finding good deals and achieving a lower purchasing price. Time or deadline power can also be a valuable tool when negotiating a deal that seems to be moving slowly.

    • 17

      Power in Negotiation IV

      Bob talks about numbers nine and ten of the power of negotiation: perception power and partnering power. He also reminds the audience that, above all else, people want to feel safe and that they are being treated fairly.

    • 18

      Seating Arrangements in Negotiations

      Bob explains why seating arrangements in a negotiation can have such a huge impact on the comfort and authority of those involved.

    • 19

      Wardrobe in Negotiations

      The way you dress says a lot about you, and most people judge others on looks alone. Bob shares some insight about the meaning of different colors and the way you might dress as a whole.

    • 20

      Negotiating From a Weak Position

      The instructor shares some tips that every investor should use when negotiating from a weak position, such as focusing on the big picture, finding out the other person’s needs, and relying on expert knowledge to strengthen your case.

    • 21

      Negotiating Tips

      Before moving on to the next section, Bob gives the audience some general negotiation tips that they will be able to incorporate in any negotiating situation.

    • 22

      Strategies and Tactics

      Bob ties in negotiating strategies and tactics with the 10 types of negotiating powers that were discussed earlier and explains how they work together.

    • 23

      Strategies and Tactics II

      Bob covers more strategies that are available and shares a personal story about how his business partner used the walkout strategy to get a better deal with a client.

    • 24

      Strategies and Tactics III

      This segment contains more negotiation strategies like the “gimme,” and the conditional concession. Bob tells a personal story about the negotiation process he went through when closing on his first home.

    • 25

      Strategies and Tactics IV

      Bob introduces the “flinch” strategy that is designed to lower the expectations of the other party, and discloses the power of using third-party endorsements.

    • 26

      Strategies and Tactics V

      Bob brings attention to more negotiation strategies, including how to use the “good cop, bad cop” strategy found in so many movies and television shows.

    • 27

      Strategies and Tactics VII

      Bob covers more negotiation strategies in this segment, including one that might not seem like a strategy.

    • 28

      Strategies and Tactics VIII

      After this segment, students will know all 30 strategies and tactics to negotiation, finishing with how to get the deal in writing.

    • 29

      When Negotiations Get Stuck

      What happens if you hit a wall when negotiating? Bob shows the possibilities. For example, you might find another negotiator, give them time to think, or use purposeful empathy to your advantage.

    • 30

      Question and Answer

      Bob answers an audience question and reassures everyone that learning these strategies is something that slowly happens over time, with practice, and through your own personal experiences.

    • 31

      Concessions

      In this segment, Bob will show you how to give concessions to the other party without letting go of too much negotiating power on your end.

    • 32

      Body Language

      Bob presents some non-verbal gestures that will help you determine if a person is showing confidence or a lack of confidence/nervousness.

    • 33

      Non-Verbal Cues

      The instructor shares how you can gauge a person’s feelings without directly asking them. This can help you better negotiate and help you clue into what the other party is thinking.

    • 34

      Non-Verbal Cues II

      Bob expands on non-verbal cues and tells a story about a horse who mastered the art of interpreting body language.

    • 35

      Mirroring and Matching

      Mirroring and matching body language and speech can be a great way to build rapport with someone. In this segment, Bob shows the class how it’s done.

    • 36

      Mirroring and Matching II

      Bob shares some images that perfectly demonstrate mirroring and matching and emphasizes that the more the practice you have mirroring and matching, the easier it becomes.

    • 37

      Purposeful Empathy

      Purposeful empathy is all about sympathizing with your opponent and making them feel understood. Bob shows the class how they can practice purposeful empathy and why it is such a powerful strategy in every type of negotiation.

    • 38

      Emotions Then Logic

      Learn why it is so important to be mindful, that emotions drive most of our decision making processes.

    • 39

      The Power of No

      Using the word “no” is more powerful than most people realize. Bob shows the class how they can ask questions and use the power of “no” to their advantage.

    • 40

      Behavioral Change and A Homework Assignment

      Bob wraps up the course by challenging the audience to make five offers in a week using their newfound negotiating skills, and examines how different results can be due to differing mindsets.

  • 41

    Post-Assessment

    Take this assessment to determine which parts of the class you should review.