REAL 6820

Negotiations

Course Description

Course information provided by the 2026-2027 Catalog.

Negotiation is the art and science of securing an agreement between people who have potentially conflicting interests. Seen this way, you negotiate every day – with partners, roommates, and teammates. Negotiation is also present throughout all facets of the real estate industry. The goal of this class is to help you do better in negotiations as you prepare for careers in the real estate industry. It is also true that there is no formula you can simply apply to achieve success in negotiation. What this class will do instead is provide you with frameworks and empirical evidence that shed light on which tactics are likely to be effective depending on the circumstances of a given situation and related constraints you may face.

Forbidden Overlaps NBA 6820, REAL 6820

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Learning Outcomes

• Analyze and identify different types of negotiation scenarios including their distributive, collaborative, and integrative elements.
• Improve your negotiation outcomes by preparing effectively and recognizing when you should walk away from a potential agreement.
• Identify your counterparty's hardball negotiation strategies and defuse or counteract them.
• Negotiate effectively as part of a team.
• Gain experience and confidence, deciding which negotiating tactics are effective given specific situational constraints.

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