CAI I Classes

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Mastering the Art of Negotiation

Like it or not, negotiating – a.k.a. bargaining – takes place everywhere, from the conference table to the dinner table. It happens face-to-face, on the phone, and even online. Contrary to popular belief, negotiating is not manipulative, coercive, or conniving. It is simply a way to an agreement. This class provides practical techniques presented with energy and the right touch of humor, giving you influence strategies and power language to yield win-win results – personally and professionally.

Upon completing this class, you will be able to:
  1. List, explain, and implement three or more of the ten core bargaining influence strategies
  2. Employ “Power of Legitimacy” tools to effectively communicate and reinforce your position
  3. Adopt key power language phrases that break down opposition barriers and agreement reluctance
  4. Explain and apply the three key rules that all negotiators must master

About the instructor

John Hamilton
John Hamilton grew up on a diary farm in the hills of western Pennsylvania. That background kept him “close to home” for years. College and the US Army broadened his range considerably. A short stint as a high school teacher and basketball coach highlighted his priorities before embarking on a career in business and real estate. John has held a real estate instructor and broker’s license in Pennsylvania for over 40 years and heads his own speaking and consulting firm. 

John likes to say he was in real estate “BC” – before computers, before cell phones and even before copy machines! Growing up in this industry was a blessing for John and he thrived in the business – especially in training and mentoring new agents. For over three decades John has lead seminars, workshops and training sessions in 49 of the 50 states and 6 Canadian provinces. His clients include trade groups, associations, companies, networks and private firms . His signature program, Negotiating: What’s Mine Is Mine, What’s Yours Is Negotiable has equipped and entertained audiences far and wide.