Meeting/Event Information

Commercial Real Estate Negotiations

 

May 06, 2021
11:30 AM - 8:00 PM
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Virtual | May 6, 2021 | 11:30 a.m. - 8 p.m. ET

Learn and apply the CCIM Interest-based Negotiations Model to your most challenging transactions. Learn new, proven strategies to client acceptance that will get you out of the "high/low game" and other tactics that can derail a successful transaction. 

Interest-based negotiation is a three-step process that brings discipline to your negotiation strategies. It involves identifying: 

  • What parties are involved in the negotiation, and what are they seeking?
  • What can we do to get the other parties what they need, so that we can get what we want? 
  • What happens if there is no agreement? 

Course Objectives

Through an interactive case study format and role play, you will learn to:

  • Satisfy the interests of parties involved in the negotiation (without sacrificing yours) 
  • Develop strategies for identifying and addressing challenges in a principled, transparent manner 
  • Maintain a collaborative approach to negotiations 
  • Effectively communicate the consequences of not reaching an agreement