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REGISTER FOR EVENT
DATE/TIME
Monday, March 2, 2026
Time: 8:30 a.m.–5:00 p.m. ET
Download: Calendar Meeting File (.ics)
REGISTRATION NOTE
To register, you will first need to log in or create an account. If you don’t have a CCIM Institute account, select “Create Account” on the main menu before proceeding with your registration.
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 By shifting away from outdated high/low bargaining tactics, this course provides a structured, three-step process to secure better outcomes while maintaining strong relationships with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 and uncover what they truly need to reach an agreement.
- Develop Win-Win Strategies – 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 – 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 macro-enabled spreadsheets.
- PC: Microsoft Office 2000 or higher is necessary to run the macro-enabled spreadsheets.
- Mac: Microsoft Office 2004, 2011, 2016, or 365 is required to run the macro-enabled spreadsheets.
- Browser: Courses are optimized for Google Chrome.
SPEAKERS
Bobbi Miracle, CCIM — Commercial Executives Real Estate Services | Senior Vice President
Soozi Jones Walker, CCIM — Commercial Executives Real Estate Services | President
LOCATION
Naples Area Board of Realtors
1455 Pine Ridge Road
Naples, FL 34109
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