[CRS-260123] Art of Negotiation and Closing (ANC)

CPD Category: Professional Competencies under Structured Learning (4 training hours awarded)

Course Duration: 4.0 hours

Funding: Eligible for UTAP funding (NTUC Union members)


Course Synopsis:

This course equips real estate salespersons with essential negotiation and closing skills required for property transactions. Participants will gain an understanding of buyer behaviour and how psychological and situational factors influence decision-making.

The course introduces key negotiation principles such as managing offers and counteroffers, handling objections, and achieving win-win outcomes. It also emphasises professional conduct in line with CEA’s Code of Ethics and Professional Client Care, including proper handling of client interactions and avoiding conflicts of interest.

Participants will be introduced to common dispute scenarios (e.g. salesperson–client and co-broke matters) and appropriate resolution approaches. The course concludes with practical closing techniques to help participants recognise buying signals, overcome objections, and secure successful outcomes.

Course Objective(s):

  • Understanding buyer behaviour and customer engagement strategies
  • Applying key principles and techniques of effective negotiation
  • Upholding professional standards under CEA’s Code of Ethics and Professional Client Care
  • Managing disputes between salesperson–client and co-broke scenarios
  • Developing practical closing skills to secure successful transactions

Expected Learning Outcome(s):

At the end of the session, learners will be able to: –

  • Analyse buyer behaviour and apply appropriate engagement approaches
  • Conduct negotiations using structured techniques and strategies
  • Perform negotiations in accordance with CEA ethical and professional guidelines
  • Handle disputes professionally and apply appropriate resolution channels
  • Apply effective closing techniques to achieve successful transaction outcomes

Course Details:

The main objectives of this module are to equip CEA salespersons with practical and structured approaches to negotiation and closing in real estate transactions.

  • To understand buyer behaviour, including psychological, social, and cultural influences
  • To identify different customer profiles and apply suitable engagement strategies
  • To apply key negotiation principles such as:
    • Active listening
    • Win-win positioning
    • Managing objections and impasses
    • Strategic handling of offers and counteroffers
  • To reinforce ethical practices, including:
    • Professional client care obligations
    • Duty to avoid conflicts of interest
    • Proper handling of transaction communications
  • To understand dispute resolution frameworks, including:
    • Salesperson–client disputes
    • Salesperson–salesperson (co-broke/commission) disputes
    • Mediation, arbitration, and escalation processes
  • To develop practical closing skills, including:
    • Identifying buying signals
    • Applying established closing techniques
    • Managing last-mile objections
  • To apply learning through case studies, interactive discussions, and real estate scenarios for practical understanding

About the Trainer

Nicholas Nah

Mr Nicholas Nah is currently a Director and KEO of a local real estate agency. He has been active in the real estate industry for over 10 years. Prior his current role, he had held various appointments as the Business Development Director and Division Director of an international property consultancy firm, and has worked with real estate business owners in the Asia Pacific region for business opportunities.

Nicholas is a passionate communicator and has inspired, guided and trained many in his real estate journey. Being active in the market place, he is current and has much experience to share in sales and purchase and leasing of a wide spectrum of residential and commercial properties transactions.