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?



Register Now
300.00 / list price
200.00 / member price
Become A Member

Prior to registering, please review our program policies and guidelines for important information about cancellation and tuition.

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


Soozi Jones Walker, CCIM
Play video Play video

Soozi Jones Walker

Soozi Jones Walker, CCIM, SIOR, is President at Commercial Executives Real Estate Services in Las Vegas. She has 30 years of commercial real estate experience and specializes in the sale and leasing of office, retail, and industrial space, as well as the sale of investment properties and land.

Jones Walker has been a CCIM Institute instructor since 2002 and was recognized as Instructor of the Year in 2013 and 2013 by the Institute faculty. She has been highly involved in the institute and been part of the National Board of Directors since 2009.

Jones Walker earned her Nevada Real Estate License and Broker/Salesman License from Nevada School of Real Estate as well as her GRI Designation from Real Estate Institute.

Have questions? Talk to a human

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.
Contact Us

Continuing education credits

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