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Commercial Real Estate Negotiations
TOPIC
The Course Will Teach You to
Course Objectives
- 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
Course Description
Course Description
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.
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?
This workshop satisfies the Institute's 8-hour negotiation education requirement in earning the CCIM Designation.
Price Varies by Location
Tech Requirements
Tech Requirements
This course may require the use of a laptop or desktop computer with full Excel capabilities. Mobile devices, like iPads, tablets, and cellphones, will not run CCIM Institute's macro-enabled spreadsheets.
PC: Microsoft Office 2000 or higher is necessary to run the CCIM Institute macro-enabled spreadsheets.
Mac: Mac versions of Microsoft Office 2004, 2011, 2016, or 365 are required to run the CCIM Institute macro-enabled spreadsheets.
Browser: CCIM Institute courses are optimized for use with the Google Chrome web browser.
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| Course Details and Register | Start Date | Format | |
|---|---|---|---|
| Ocala, Florida | September 22, 2026 | Classroom | Register |
| Memphis, Tennessee | October 12, 2026 | Classroom | Register |
| Phoenix, Arizona | October 19, 2026 | Classroom | Register |
| Austin, Texas | November 2, 2026 | Classroom | Register |
| Columbus, Ohio | November 16, 2026 | Classroom | Register |
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Getting Started in Commercial Real Estate?
"It's a wonderful time to be new in commercial real estate ... and certainly organizations like The CCIM Institute can help train someone in the industry" - Jay Olshonsky, President of NAI Global
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Commercial Real Estate Negotiations
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