Commercial Real Estate Negotiations

Commercial Real Estate Negotiations
Instructor: Walt Clements, CCIM
CCIM Institute Member price: $275.00
Non-Member: $325.00

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