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Commercial Real Estate Negotiations

R E G I S T E R O N L I N Ew w w . c c i m . c o m / c r e n

R E G I S T E R B Y P H O N E( 8 0 0 ) 6 2 1 - 7 0 2 7 , o p t i o n 2

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

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

1. What parties are involved in the negotiation, and what arethey seeking;

2. What can we do to get the other parties what they need,so that we can get what we want; and

3. What happens if there is no agreement.

• Satisfy the interests of partiesinvolved in the negotiation(without sacrificing yours);

• Develop strategies for identifyingand addressing challenges in aprincipled, transparent manner;

Maintain a collaborative approachto negotiations; and

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This course will teach you how to:

• Effectively communicate theconsequences of notreaching an agreement.

C E C r e d i t - 7 h o u r s g e n e r a l c a t e g o r y