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Commercial Real Estate Negotiations

April 16 @ 8:30 am - 5:30 pm

Commercial Real Estate Negotiations

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
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Broadway National Bank
1100 McCullough Ave, Ste. 100
San Antonio, TX 78212 United States
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Tracy Ballard