Speaker Series: Negotiating: Techniques, Tactics, Gambits and Counter Gambits

3 CE (Elective)

*** Event is Sold Out ***

CE approval pending ratification by the New Mexico Real Estate Commission

As a result of this session, students will be able to explain to potential clients – the true goal of a negotiation and the objectives of a negotiator.  

• Students will be able to assess client’s personality styles using questions to determine how best to work with and communicate with different personality types.
• Students will learn the three-basic negotiating/bargaining formats and their differences.
• Students will be able to list a minimum of 6 negotiation strategies and/or techniques.
• Students will complete 3 ‘real life’ scenarios through a skill practice exercise.
• Students will review the portions of NAR Code of Ethics, specifically Article 1, S.O.P. 1-15, and 1-13, and Article 3, S.O.P. 3-6; in regard to negotiating for a client.
• Students will be able to explain BATNA – what it is and why it is important to a successful negotiation.
• Students will be able to identify modalities of clients and other negotiators using basic N.L.P. models.

Instructor: 

Jim Dague ABR®, C.R.S., e-PRO, RSPS, S.R.E.S. is the Broker and a partner in HomeSmart Encore in Las Vegas.  He’s a “Realtor Emeritus” for NAR – 40+ years in the profession.  He’s also in the LVR Hall of Fame and has been Realtor® of the month 3 times.  He has served on Professional Standards for many years and has taught Pro Standards update courses multiple times.

As a Trainer and Presenter, Jim has taught in 14 states.  He recently was selected to teach at the 2019 Triple Play conference and was chosen to present the ABR® course at the Centennial NAR Conference in Las Vegas.  He has presented “Train the Trainer” sessions multiple times at events including the RAPDD Conference.

Formerly, Jimmy Dague was the Broker-Owner of Century 21 Aadvantage Gold in Las Vegas, Nevada. The company had 9 offices and 750+ agents.  For four consecutive years, his office held the title of, “#1 Office in the World” for the Century 21 system.

Jimmy has a passion for making sure those around him are doing all they can to reach their full potential. He is a teacher and motivational speaker who has trained literally thousands of licensees on everything from Business Planning to Basic Selling Skills. He not only teaches and coaches for his own company – but he also teaches at the Greater Las Vegas Association of REALTORS® (GLVAR). As a faculty member of the GLVAR for more than 25 years he has taught almost every class offered by that body including ABR electives. He is a past Dean of Faculty and has been voted by the students as GLVAR’s Instructor of the Year three times.