CCIM Institute Members:   $300

Memphis Metro Chapter Members:   $300

MAAR Members:   $325  (MAAR members will need to contact Cherie Ganesh, CCIM at [email protected] to get the code for your discount)

Non-Members:   $400

Learn in a traditional classroom environment. Interact and network with other professionals in a collaborative, small-group setting. 

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:

1.       Satisfy the interests of parties involved in the negotiation (without sacrificing yours)

2.       Develop strategies for identifying and addressing challenges in a principled, transparent manner

3.       Maintain a collaborative approach to negotiations

4.       Effectively communicate the consequences of not reaching an agreement

This workshop satisfies the Institute's 8-hour negotiation education requirement in earning the CCIM designation

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.