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 
  
  

Instructors:

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