The Voice for Local Real Estate

This calendar includes all upcoming courses, events, meetings and chapter events.

Sort courses & events by using the drop down menu below, or view the full calendar by scrolling through to the bottom of this page. Contact Professional Development Director O'Hara Keszler, 901.818.2421 for more information about courses. Scroll to the bottom of this page for the course cancellation policy and accessibility information.

Performance Management Network (PMN) Designation: Effective Negotiating for Real Estate Professionals

05/04/2018, 8:30 AM to 5:00 PM

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Effective negotiating on behalf of others is the hallmark of the buyer's and seller's representatives. This course examines positional bargaining and value negotiating. It also examines unique issues when representing someone in a negotiation and breaking a negotiation impasse. In this course, we will be examining the main types of negotiating. 

As a result of completing this course, you will be able to:

  • Differentiate between the main negotiating practices
  • List specific steps in the positional bargaining and value negotiating processes
  • Select the appropriate negotiating practices based on specific negotiating circumstances
  • Apply processes of positional bargaining and value negotiating during role playing activities and case scenarios
  • Identify factors that could lead to impasse
  • Overcome barriers in a negotiation that otherwise would lead to impasse

This course counts as one of the three designation courses required for the Performance Management Network (PMN) Designation. This course also counts as one REBAC elective course to be applied towards the ABR® Designation.

Instructor: Susan Barnette
CE Credit:
 8 hours
 $140 for Members | $160 for Non-Members

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Course Cancellation Policy

Registrants may cancel a course anytime prior to the beginning of the course and receive a full refund. If the registrant fails to cancel prior to the beginning of the course, no refund will be issued, but they may transfer the funds within 5 business days to a course of equal value. In the case of a free course, registrants who fail to cancel prior to the beginning of the course will be charged a $15 fee. Cancel via phone by calling 901.685.2100, via fax by calling 901.761.4003 or send an e-mail to the Education Manager, O'Hara Keszler.

ADA Compliance & Accessibility Services
In accordance with the Americans with Disabilities Act, MAAR will make available to disabled members disability-related modifications or accommodations. If you have any disabilities which require special accommodations, please notify MAAR Education Manager O'Hara Keszler, 901.818.2421. Prior notification will ensure that the appropriate accommodations can be met, but MAAR will work to accommodate disabled members regardless of when accessibility services are requested.