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 3-step process that brings discipline to your negotiation strategies:
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?
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
This workshop satisfies the CCIM's 8-hour negotiation education requirement in earning the CCIM designation.
Designation or Certification:
This course can be credited towards the following designations or certifications: