NOTE: To register, use Chrome, Firefox, or Safari internet browser. DO NOT use Internet Explorer or Microsoft Edge. 
Commercial Real Estate Negotiations course (02/23):
REGISTER FOR COURSE
Commercial Real Estate Negotiations course (02/23) AND
Successful Strategies for Tenant Representation course (02/24):
REGISTER FOR BOTH COURSES
DATE/TIME
Monday, February 23, 2026
Time: 8:30 a.m.–5:00 p.m. ET
Download: Calendar Meeting File (.ics)
REGISTRATION NOTE
CE CREDIT NOTES
- Purchase CE credit for each course that needs CE credit (required to access the CE certificate through your CCIM My Account).
- Before the course starts: Complete your CCIM profile with your CE license(s) under the Professional Licenses tab in My Account (license type, number, state, and expiration date).
- If your real estate commission requires it, you must pass the course with the qualifying score.
DESCRIPTION
Discover the Art of Deal-Making
Successful commercial real estate transactions depend on strong negotiation skills. Commercial Real Estate Negotiations teaches professionals how to apply the CCIM Interest-Based Negotiations Model, helping them navigate complex deals with confidence and strategy. By shifting away from outdated high/low bargaining tactics, this course provides a structured, three-step process to secure better outcomes while maintaining strong relationships with clients and stakeholders.
Why This Course Matters Now
In an evolving market where every deal requires strategic collaboration, understanding how to balance competing interests while maintaining leverage is crucial. This course provides real-world negotiation techniques that help professionals overcome common deal obstacles, communicate value, and close transactions efficiently.
Key Takeaways
- Understand Negotiation Dynamics – Identify key players in a negotiation and uncover what they truly need to reach an agreement.
- Develop Win-Win Strategies – Learn how to meet the interests of all parties without sacrificing your own objectives.
- Overcome Deal Roadblocks – Navigate challenges and address objections in a principled and transparent manner.
- Enhance Your Communication Skills – Effectively communicate the consequences of not reaching an agreement to strengthen your position.
- Maintain a Collaborative Approach – Build long-term relationships by negotiating with professionalism and confidence.
Who Should Attend?
This course is ideal for commercial brokers, investors, and real estate professionals looking to sharpen their negotiation skills, close more deals, and strengthen client relationships.
Good News!
This course is worth 8 credit hours for the Introduction to Commercial Real Estate Certificate!
TECH REQUIREMENTS
- This course may require a laptop or desktop computer with full Excel capabilities. Mobile devices (iPads, tablets, cellphones) will not run CCIM Institute’s macro-enabled spreadsheets.
- PC: Microsoft Office 2000 or higher is necessary to run the CCIM Institute macro-enabled spreadsheets.
- Mac: Mac versions of Microsoft Office 2004, 2011, 2016, or 365 are required to run the CCIM Institute macro-enabled spreadsheets.
- Browser: CCIM Institute courses are optimized for use with the Google Chrome web browser.
SPEAKER
Soozi Jones Walker, CCIM — Commercial Executives Real Estate Services | President
COST
Commercial Real Estate Negotiations class ONLY (02/23)
Members/Realtors®: $389
Non-Members: $429
Commercial Real Estate Negotiations class (02/23) AND
Successful Strategies for Tenant Representation class (02/24)
Members/Realtors®: $519
Non-Members: $599
LOCATION
Osceola County Association of Realtors
1105 Cross Prairie Parkway
Kissimmee, FL 34744
MAP