DALLAS—Negotiation, critical to closing commercial real estate transactions, is among the key aspects a one-day CCIM workshop on Aug. 31 in Dallas.
“Commercial Real Estate Negotiations” is a one-day, hands-on class, says CCIM senior instructor Joseph Larkin, CCIM that will be held in conjunction with RealShare Dallas.
“Many people have no plan or process for negotiations,” Larkin says. “Through this CCIM course, we provide them with a process that works in the real world. We teach them collaborative negotiations. In other words, the pie is not finite. You can increase the size of the pie and can claim the value you add.”
The CCIM negotiations workshop is an ideal segue into RealShare Dallas on Sept. 1, which offers insights from expert panelists on institutional investments, the office marketplace, closing deals and local market trends. Both events will be held at the Crowne Plaza Dallas Downtown, which is also the location of an opening cocktail reception on Aug. 31 from 6 p.m. to 8 p.m. sponsored by the CCIM Institute.
The CCIM negotiations workshop is part of the CCIM designation curriculum, and students have successfully applied these principles of negotiations to close deals. For example, immediately after completing the CCIM negotiations workshop in March, Stephanie Maye, CCIM, and two partners closed four commercial real estate transactions.
“The CCIM negotiations workshop gave us the tools to keep it together and bring it across the finish line,” says Maye, a broker at Sutton Group Incentive Realty, in Barrie, Ontario. “The course taught me to slow down and ask the interest-based questions to reach better solutions and help bring more people together and keep them together.”
The course also incorporates the game-theory approach.
To close his own commercial real estate deals, Larkin has repeatedly used the three-step negotiating technique. While no deal is the same, having a process and developing strategies for each transaction is critical for successful negotiations, he says. The CCIM negotiations workshop gives students the tools to become more successful.
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