Course Description

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?



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400.00 / list price
360.00 / member price
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Course Concepts

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


Walter Clements, CCIM Instructor

Walt Clements

Walt Clements, CCIM, is President of Acquisitions at Clements Realty Advisors in Highland Park, Ill. During his 40 years in commercial real estate, Clements has become an expert in commercial real estate properties including development, industrial, and land.

Clements has been a CCIM Institute instructor since 1980 and is an adjunct professor at the University of Denver. He previously has taught as an Associate Professor and Director of the Lewis White Real Estate Center for the University of Missouri – Kansas City from 2008 through 2014.

Clements was recognized as Instructor of the Year in 1990 by Institute faculty. He also received the CCIM People’s Choice Award for teaching excellence in 1992, and was honored with  name endowed scholarships for real estate for the Kansas City CCIM Chapter in 2013 and UMKC in 2012.

Clements earned his associate’s degree  in real estate from University of Michigan, bachelor’s degree in real estate from Central Michigan University, and his master’s degree in real estate and construction management from University of Denver.

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We are here to answer all your questions about each course. Our solution center team is available Monday through Friday 8:30 a.m. - 5:00 p.m. at +1 (312) 321-4460, option 2, or courseinfo@ccim.com.
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Continuing education credits

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For more information about continuing education contact us at cecredit@ccim.com or +1 (312) 321-4460 ext. 8566.