August 31, 2020

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



Jim Rosen, CCIM                                                              Robin Dyche, CCIM

Pace Properties                                                                Robin Dyche Household
Vice President - Brokerage                         


Non-Member Rate: $375.00
REALTOR Rate: $355.00
Member Rate: $335.00



August 31, 2020 at 10:30am - 7pm
This course takes place online.