Meeting/Event Information

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Learn in a traditional classroom environment. Interact and network with other professionals in a collaborative, small-group setting. 

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:

1. Satisfy the interests of parties involved in the negotiation (without sacrificing yours)
2. Develop strategies for identifying and addressing challenges in a principled, transparent manner
3. Maintain a collaborative approach to negotiations
4. 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

Tech Requirements

This course may require the use of a laptop or desktop computer with full Excel capabilities. Mobile devices, like iPads, tablets, and cellphones, will not run CCIM Institute's macro-enabled spreadsheets.

PC: Microsoft Office 2000 or higher is necessary to run the CCIM Institute macro-enabled spreadsheets.

Mac: Mac versions of Microsoft Office 2004, 2011, 2016, or 365 are required to run the CCIM Institute macro-enabled spreadsheets.

Browser: CCIM Institute courses are optimized for use with the Google Chrome web browser.