Mastery of Negotiation: 10 of the 22 Golden Principles from Roland’s Newest Book

Mastery of Negotiation: 10 of the 22 Golden Principles from Roland’s Newest Book

In today’s new home sales environment, negotiation is no longer just about “giving a discount” or “checking with the manager.” It is about preparation, confidence, control, psychology, value, timing, and knowing exactly what to say when the buyer pushes back. In this powerful and practical session, Roland Nairnsey, author of Mastery of Negotiation, will share 10 of the 22 Golden Principles from his newest book and show sales professionals how to negotiate without losing trust, margin, or momentum. With humor, real-world examples, and proven scripts, Roland will teach attendees how to stop reacting emotionally, stay calm under pressure, protect price, build value, and turn negotiation moments into closing opportunities.

You Will Learn:

1. How to prepare mentally and strategically before every negotiation.
2. How to protect price, margin, and value without sounding defensive.
3. How to use timing, confidence, and silence as negotiation tools.
4. How to respond when buyers ask for discounts, incentives, or “your best deal.”
5. How to turn difficult negotiation moments into comfortable closing conversations.