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Preparing to Negotiate

The Course Will Teach You to

Course Objectives

The concepts and strategies taught in this course include:

  • Differentiating interests from positions and setting your bottom line.
  • Dealing with unethical tactics.
  • Overcoming the high-low game.
  • Asking the right questions.
  • Understanding and communicating the consequences of no deal.
  • Keeping negotiations on track using a proven three-step process.

Course Description

Course Description

In the commercial real estate world, effectively analyzing the financial impact and potential options of a real estate decision isn't everything. Your negotiation skills are also critical to the success of any transaction. When faced with difficult issues between parties, the ability to expertly negotiate and influence the situation can help prevent negative outcomes, including killing the deal. While many of us have developed our own negotiation styles over time, this online, self-paced course will offer you a proven method employed by CCIMs worldwide that could make all the difference in your dealmaking and business growth.

The online self-paced format allows you to access the course on demand and to progress on your own schedule.

CE Disclaimer:

Continuing Education (CE) credit for CCIM Institute courses is granted through local commissions and national governing entities. It is available on a state-by-state basis for broker and sales real estate renewal as well as select appraisal and finance renewals. Our state approval schedule is updated on a monthly basis. 

For questions about courses available in your state, please email Regular business hours are Monday - Friday, 8:30 a.m. - 5:00 p.m. CT.

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
Online January 1, 2024 Online - Self Paced Register
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