Commercial Real Estate Negotiations

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 agreemen