Commercial Real Estate Negotiations


Eight hours of training on the CCIM Interest-Based Negotiations Model is required before going on to CI 103 and CI 104. This course fulfills the Negotiations requirement.


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




 Robin Dyche, CCIM
RIO Real Estate Investment Opportunities LLC|Managing Member


List Price: $375.00 USD
Member Price: $335.00 USD

10:30 AM - 7:00 PM CT


July 16, 2020 at 10:30am - 7pm