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"The class was inspiring and the content is extremely useful in all walks of life and relationships. Thank you so much."

- Karen Quinn
Remax Accord


"This is the best course I have ever taken. The material was presented very well, with explanations and examples which could immediately be put to use. The course was very down to earth, and not only usable in commercial and residential real estate and management, but in everyday living."

- Belva Wildman
City View Park
Seminars

Negotiation: The Seminar

How do you negotiate for what you want, yet satisfy the needs of others without compromising? Effective negotiation is the key skill you need to succeed in real estate or in any business, professional or personal transaction.


Learn how to negotiate effectively to get what you want in any transaction by enrolling in the original live seminar on Negotiation: The Complete Story, developed by Tony Portararo, Ph.D. and presented by Debi Portararo.


Whether you're in real estate or another business, or simply want to improve your personal relationships, you'll benefit from the research on human behavior during transactions that Tony distilled into the effective negotiating principles and strategies presented in this seminar.


For example, you'll learn how to:

  • Discover what your counterpart is really after
  • Convince your counterpart to think as you do
  • Benefit from human behavior patterns
  • Exploit the decision-making process
  • Translate the subtle meanings of words and figures of speech
  • Interpret body language
  • Apply principles of logic
  • Utilize negotiating principles and tactics



Course Contents

Each seminar presentation on Negotiation: The Complete Story covers these key topics:


1. Rudiments of Negotiation

2. How to Maintain a Proper Frame of Mind

  • Truth Filters
  • Dynamics of Decision Making
  • Principles of Logic
  • Proxies for Logic


    • 3. Human Behavior, Negotiating Principles and Tactics

  • The Win-Win Paradigm
  • The Parallel-Issue Phenomenon
  • The Use of Time, Money and Emotions
  • Slippery Slopes
  • Looped Reasoning
  • Truth by Repetition
  • Finessed Favors
  • Negative Psychology
  • Ad Homonyms
  • The Straw-Man
  • The Chicken and the Egg
  • Discernment
  • The Single-Problem Problem
  • Two Negatives Do Equal a Positive
  • Compare and Compliment
  • Intimidation
  • Supervening Minimization
  • Counterfeit Questions
  • Characteristics of Body Language
  • Focusing On One Among the Many
  • The Snap
  • The Trade-Off Rule
  • The Deceitful Compliment
  • The Ghost Negotiator
  • The Abatement of Intangibles
  • The Nibble
  • The Principle of Diminishing Returns
  • The Deliberate Diversion
  • Escalation
  • Referential Reduction
  • Feigned Resistance
  • The Price Is Right Technique
  • The Diverting-Reverting Technique
  • Mannerisms to Avoid When Negotiating

    • 4. The Process in Review


    About Your Seminar Instructor

    A seasoned, successful Colorado REALTOR® and educator, Debi Portararo has taught this seminar numerous times with her husband Tony. Starting in 1994, she partnered with Tony in making A + Real Estate School a center of excellence in Colorado real estate education.


    Debi has enjoyed a successful real estate career in her own right. She has been a top sales producer, top referral sales producer and managing broker of a successful real estate business. Over the years, she has trained many local real estate sales agents. She has also helped many people establish successful careers with Colorado's top real estate businesses.


    Today, as owner of A + Real Estate School, Debi is available to personally teach Negotiation: The Complete Story to your organization or group. She can present the seminar in our available location or wherever you would like to host it. She will bring complete seminar materials for students' reference on their own.


    Seminar Facts

  • Length: 6 Continuing Education credits
  • Location: Location of your choice
  • Cost: $90.00
  • Materials included: Student notes and the book "Negotiation: The Complete Story"
  • Instructor: Debi Portararo

    • Schedule Your Seminar Today!

    To schedule Debi to present Negotiation: The Complete Story to your group or organization, please contact her directly. You may also discuss with her your special requirements for a custom presentation.


    Email: info@aplusrealestate.com
    Phone: 303-451-5100
    Address: 11385 Jersey Drive, Thornton, CO 80233