CCIM – Commercial Real Estate Negotiations

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Date(s) - 09/14/2023
8:30 am - 4:30 pm

Terraces on Sir Tyler


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

This workshop satisfies the Institute’s 8-hour negotiation education requirement in earning the CCIM designation.