Map Unavailable
Date/Time
Date(s) - 09/14/2023
8:30 am - 4:30 pm
Location
Terraces on Sir Tyler
Categories
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
