The 2014 Art of Negotiating Real Estate Conference

Regardless of the size of a property–when the time comes to sell, it is time to capitalize on the last opportunity to maximize return and close at the highest price. In this session, you’ll discover how to maximize a variety of real estate transactions – closing more deals in less time while negotiating better terms. Through real-life, practical examples, TNI Faculty Expert Lee Miller will provide you with powerful strategies, tactics, tools and techniques that you can use immediately. He’ll discuss how negotiating tools such as Legitimacy, Anchoring, Affecting Value Perception, Win-win Negotiating and “Listening Under” can be effectively used in real estate deals.

Lee Miller is a Faculty Expert in Advanced Negotiation & Leadership at The Negotiation Institute. In addition Lee has authored UP: Influence Power and the U Perspective – The Art of Getting What You Want and is a contributing author to The Wall Street Journal’s Real Estate Journal. He is an Adjunct Professor of graduate courses in influencing and negotiating at Columbia University School of Architecture and Urban Planning and was former Head of HR at TV Guide Magazine, USA Networks and Barney’s New York. Lee has created an in-depth program that leverages his extensive experience in leadership positions to teach others how to successfully negotiate outcomes in their favor. A Former Board of Directors Member of the Washington State Bar Association and the American Repertory Ballet Company, Former Partner and Co-chair of the Employment and Labor Group at Shanley & Fisher, and Former Vice President of Labor and Employee Relations at R.H. Macy & Co. Inc., Lee has appeared on CBS’s The Early Show, ABC’s Good Morning America, Fox and Friends, ABC’s Money Talk, NBC’s Today New York, CNN’s Your Money’s Worth, CNBC’s Power Lunch, Bloomberg Personal Finance, MSNBC’s Economy Watch and NPR’s Morning Edition. Lee graduated Harvard Law School magna cum laude.

In today’s technology-saturated world, information is readily available. The Internet has changed everything for the client – not to mention for those hoping to win their business. This new environment creates tremendous opportunity for those with the right strategy. As Marc shares in this session, winning the business of well-informed individuals is very similar to winning in sports. Consistent success – both in real estate and on the field – requires a distinct strategy, a repeatable process and a clear plan to execute with commitment and passion.

Marc Wayshak is a Faculty Expert in High-Performance Sales & Sales Strategy at The Negotiation Institute and author of Game Plan Selling. Marc has developed an exclusive program that combines his experience as a business owner, extensive research and years of corporate training with his deep understanding of sports achievement, as an All-American athlete and captain of the Harvard Rugby team. While obtaining his bachelor’s degree from Harvard University, Marc started what soon became one of the fastest growing event marketing companies in New England, with clients such as Subway Sandwich Shops, ExxonMobil, and Getty Oil. After selling his business, he began travelling the world sharing his sales strategies with organizations and individuals, transforming their processes to enhance profitability. Marc holds a Masters in Business from Oxford University’s Saïd Business School.

Whether you’re negotiating real estate deals or providing goods/services to the real estate industry, it is crucial to incorporate the “3C Influencing Method” into your everyday practice. The 3C Method enables its users to understand the ‘U Perspective’ (How individuals approach a situation and what will motivate them to act) of potential buyers or sellers, of their clients, of brokers they are negotiating with and of the individuals that influence the principals and apply that knowledge to negotiate better outcomes. Convince: Use active listening and purposeful questioning techniques to understand your audience and enhance the perceived value of what you are proposing, in light of that understanding. These techniques draw on the psychology of persuasion, rhetoric and influencing principles; Collaborate: Understand how to work together to achieve a common goal that satisfies everyone¹s interests through problem solving and win/ win negotiating principles; Create: The session concludes with a fresh look at how to structure interactions with others to create new, more effective ways to achieve your objectives.