Commercial Real Estate Negotiations August 14, 2019 Los Angeles, CA
The Beverly Hills/Greater Los Angeles
6330 San Vicente Blvd Ste 100
Los Angeles, CA 90048-5451
8:30 AM - 5:00 PM PT
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?
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