Please join us and our friends at CCIM for our annual mid-summer reception at the PeopleSpace Showroom. Come and tour the beautiful newly designed indoor/outdoor space.  Prospective members can meet and mingle with our members,  and learn more about what Lambda Alpha International has to offer.  

Fee $35 (Advance reservations required)

Click Here for Parking Instructions  

REGISTER NOW!

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

Senior Instructor

Carmela Ma, CCIM

Carmela Ma, CCIM, CIPS, FRICS, is President/CEO of CJM Associates, Inc. in Beverly Hills, Calif. During her over 4 decades in commercial real estate, Ma has negotiated industrial, multifamily, and office transactions with trusts, attorneys, global investors, Financial Institutions, and asset managers.

Ma has been a CCIM Institute instructor since 1994. She has also gained acclaim as an award-winning speaker globally.

Ma was awarded Instructor of the Year in 2003, CI 104 Senior Instructor of the Year in 2011, and the CCIM People's Choice Award in 2003, 2006, and 2014. Real Estate Southern California named her as one of their Most Influential Women in Real Estate in 2008. She was also recognized as one of the Women at the Top by Commercial Real Estate Women (CREW) in 2009.

Registration

Members Price: $275
Non-Memberst Price: $325

CI 101 is a bedrock class for real estate practitioners at a time when risk mitigation, pricing and cycle assurance have become critical to investors. CI 101 introduces the CCIM Cash Flow Model, a tool for ensuring your investment decisions are based on wise finance fundamentals. During the course, you will learn how to use key financial concepts such as Internal Rate of Return (IRR), Net Present Value (NPV), Cap rate, Capital Accumulation, and the Annual Growth Rate of Capital to compare different types of commercial real estate investments.