This course is approved for 2 HRS of Continuing Education. Florida rules require that we monitor attendance and we can not issue credit for less than the number of approved hours. In order to receive credit for your course, please arrive on time and stay for the entire class.  Sign-in and Sign-out is required for this class to receive full credit.

After completion of this course, real estate agents will be able to conduct more effective negotiations, being able to properly frame the context, identify the key interests, create options for mutual gains and
have a framework to conduct and manage negotiations. Finding the right problem to solve and generating options for mutual gains will generate more value and advance on problem solving. Realtors will be able to apply the Harvard Negotiations model in several different circumstances and be more effective on negotiations, providing a better service for its customers.

The course objective to provide training on:

1. What are the dynamics of service and how value is created on the service business? What is role of
credibility, reputation, and perception.
2. How behavior is shaped. What is framing and how that it affects our decision making.
3. Why negotiations fail? How to define success in a negotiation in order to enhance the outcome.
4. What are the most effective practices in a negotiation?
5. Review of the seven elements of the Harvard negotiations model and its applications.
6. How to generate value in a negotiation

Aventura Office - Conference Room
Aventura Office (Conference Room)
20803 Biscayne Blvd.
Ste 420
Aventura, FL 33180

Map & Directions

Cesar A. Costa

Cesar A. Costa, MBA has been an educator for the past 18 years. He has developed, coordinated, and taught many MBA classes at Laureate Universities and other institutions. He is a faculty member of FAR (Florida Association of Realtors) and a member of the Education Committee of the Fort Lauderdale Board of Realtors. Cesar is currently the owner of HouseMaster Home Inspections. He is a licensed Realtor, licensed Home Inspector, licensed Mold Assessor, Certified Termite Operator, Certified Residential Thermographer, and Certified Sewer Line Inspector, among other credentials. Cesar is an Electrical Engineer with an MBA from the University of Michigan.

Cesar is an Electrical Engineer with an MBA from the University of Michigan. He has worked as a Marketing and Sales Executive for more than 20 years for large multinational companies such as Laureate Universities, Intel, Lucent Technologies, and Yahoo. Cesar has also been an educator over the past 18 years, developing,
coordinating, and teaching many MBA classes in Economics, Marketing, Sales, and Communications. He is fluent in English, Portuguese, and Spanish.