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BRC
NegotiationPractitioner

Real Estate Negotiation

A structured method for negotiating property transactions where the relationship has to survive the negotiation.

Taught byReem Al-HarbiFaculty Lead — Negotiation & Client Psychology

About this course

Property negotiation is repeat-game negotiation. You will meet the same developer, the same broker and often the same buyer again. This course teaches a preparation-led method: know your position, know theirs, know what you will trade before you are in the room, and never improvise concessions under pressure.

What you will be able to do

  • Prepare a negotiation position with defined limits before any conversation begins
  • Separate positions from underlying interests on both sides of a transaction
  • Trade concessions deliberately instead of conceding reactively
  • Handle price pressure without eroding your credibility or your commission
  • Close an agreement in terms both parties can defend internally

Who this is for

  • 01Consultants who negotiate directly with buyers and sellers
  • 02Brokers managing offers between multiple parties
  • 03Developer sales staff working within fixed pricing structures

Curriculum

5 modules · 19 lessons

  1. 01.01Why most property negotiations are lost in preparation17 min
  2. 01.02Defining your walk-away and your target22 min
  3. 01.03Mapping the other side's constraints24 min
  4. 01.04Building your concession inventory20 min

Your instructor

Portrait of Reem Al-Harbi

Reem Al-Harbi

Faculty Lead — Negotiation & Client Psychology

Reem teaches negotiation, closing and client psychology at BRC, and is the author of the college's negotiation preparation framework.

  • Structured negotiation
  • Closing high-value transactions
  • Buyer decision psychology
  • Ethical influence
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