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:
- 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
This workshop satisfies the Institute's 8-hour negotiation education requirement in earning the CCIM designation.
Instructed by Patricia Lynn, CCIM
Lynnk, Principal/Founder
Event held at COAR, hosted by CCIM
Patricia Lynn, CCIM, is Principal/Founder at Lynnk in San Francisco. During her 37 years in commercial real estate, Lynn has negotiated development, leasing, and office transactions with companies like Cushman & Wakefield, Pacific Gas & Electric, and CBRE.
Lynn has been a CCIM Institute instructor since 1986. She also is a keynote speaker for commercial real estate industry associations, NAR Success Series speaker, trainer and content developer for many commercial real estate companies, and has experience as a visiting lecturer in Shanghai, Beijing, and Tokyo. She is co-author of a two-day educational course entitled Fundamentals of Commercial Real Estate Brokerage.
She has been honored as Robert L. Ward CCIM Instructor of the Year by the Institute faculty and received the Victor L. Lyon Award for outstanding volunteer service to the CCIM education program.
Lynn has a bachelor's in finance from California State Polytechnic University, is certified by Alignor to teach interest-based negotiations, and holds the CDEI certification in Distance Education.
