Learn and apply the CCIM Interest-based Negotiations Model to your most challenging transactions. Learn new, proven strategies for 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.