September 23, 2024 | 8:00a.m. – 5:00p.m.

8 CE Credits (Core Elective) | In-Person 

Location: TBA

Instructors: Todd Clarke, CCIM & Robin Dyche, CCIM

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