Commercial Real Estate Negotiations May 27, 2020 Virtual
Steven Cannariato
Clifford Bogart
Barbara Crane
May 27, 2020
10:30 AM - 7:00 PM CT
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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


  • List Price: $375.00 USD
  • Member Price: $335.00 USD
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Additional Questions?
  • For questions regarding registration and additional course information, please contact our Solution Center at 1-800-621-7027, option 2, or via email at .
Continuing Education Credit
  • Select online courses are eligible for CE credit.
  • For questions regarding Continuing Education Credit, please contact us at or 1-800-621-7027, ext. 4504.