Commerial Real Estate Negotiations Course
September 10, 2018
7:30 AM - 5:00 PM
Norris Conference Center
2525 W Anderson Ln #365
Austin, TX 78757
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 3-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:
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Satisfy the interests of parties involved in the negotiation (without sacrificing yours)
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Develop strategies for identifying and addressing challenges in a principled, transparent manner
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Maintain a collaborative approach to negotiations
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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.