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Commercial Real Estate Negotiations

  • 08 Jun 2015
  • 8:00 AM - 5:00 PM
  • Summit Event Center | 411 Sable Blvd. | Aurora, CO 80011
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 3-step process that brings discipline to your negotiation strategies.

It involves identifying:

  1. What parties are involved in the negotiation, and what are they seeking?
  2. What can we do to get the other parties what they need, so that we can get what we want?
  3. 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 and is the per-requisite course for the CI-103.

Flyer: Download


CCIM Certified Instructor
Soozie Jones Walker, CCIM, SIOR

Las Vegas, NV

Soozi Jones Walker has been working in commercial real estate in Las Vegas since 1979. She is the broker/owner of Commercial Executives Real Estate Services, specializing in the sale of investment properties and the leasing of office, retail and industrial properties. Additionally, she serves as an expert witness in state and federal court for various clients on real estate and evaluation subjects.

Professional Background:
Soozi has always been a working broker. She has extensive background in leasing; splitting her time between landlord and tenant representation. She has been selling investment properties throughout her career which have included office buildings, industrial properties, retail centers and land for development. Her clients range from smaller local users to large national corporations. She formerly served as a Real Estate Commissioner for the State of Nevada.

Instructional Background:
Soozi has been teaching for over 20 years and is a senior instructor for the CCIM Institute. She joined the Association of Realtors faculty committee in 1995 and has been named Instructor of the Year eight times. She has taught classes from 15 to 300 students in local classrooms to national conventions. She has taught core CCIM classes and Ward Center Classes throughout the USA for CCIM and also teaches on a local and national basis for NAR.


COURSE REGISTRATION:
All CCIM Core Course Education is managed through the CCIM Institute. 

Don't forget to register for the CI-103 Course being held on June 9th - 12th; these courses are best when taken together.

LOCATION:
Summit Event Center
411 Sable Blvd.
Aurora, CO 80011

I-70 to Chambers, South to 6th, West to Sable, South to shopping center on left. (South of the previous Hobby Lobby Space.)

Free ample parking.

A NOTE ABOUT TRAFFIC:
If you are traveling in from Northern Colorado (North of 120th and I-25), the traffic in the morning can be exhausting and unpredictable.  My suggestion would be to take E-470 from I-25 (just South of Highway 7) to Pena Blvd.  Take Pena South to 40th, West to Chambers, South to 6th, West to Sable, South to shopping center on left. (South of the previous Hobby Lobby Space.)

AIRPORT
DIA is only 20 minutes away if you are catching a flight after the course on Thursday.  If your flight out on Thursday is after 7 PM you should be able to make it with no issues.

HOTEL SUGGESTIONS FOR OUT OF TOWN STUDENTS:

COUNTRY INN AND SUITES (PREFERRED HOTEL)
4343 Airport Way  |  Denver, CO 80239
-Complimentary Shuttle to and from airport
-Complimentary Shuttle to and from Class
-Free Hot Breakfast
303-375-1105
$84 per night (negotiated rate)
Click here to reserve your room

Other hotels to consider:

Hyatt Place
Hampton Inn
Denver Airport Marriott

ONSITE DAILY AMENITIES:
Coffee/Juice/Soda
Bagels/Muffins/Yogurt

SPECIAL AMENITIES:
Lunch will be provided. 

AGENDA:
8:00 AM – 8:30 AM          Registration
8:30 AM – 5:00 PM          Course

Please plan your travel time accordingly so that you have time to park, get settled in the classroom, and grab a bite to eat, before we begin promptly at 8:30 AM.

(There will be breaks throughout the day to check email.)

WHAT TO BRING:

  • Laptop or IPAD with the power cables
  • Sweater or Jacket – sometimes A/C can get a little chilly this time of year
  • Be prepared to engage. This course has heavy group activities, and your willingness to participate will make the difference as to what you get out of it.
  • Try to stay focused and use break time to check your emails and texts. 

TESTING:

All testing is online after the course.  Testing and CU credit information will be provided during the course by your Instructor.  If you run into problems when taking your online course, you must call the CCIM Institute at (800) 621-7027, or +1-312-321-4460 during normal business hours CMT.  For this reason, it is not recommended that you wait until the last minute to take your exam, or that you take your exam after business hours.

EMERGENCY CONTACT:

Jodi Holstein, the CO/WY CCIM Executive Director, will be assisting with the facilitation of the course, and will be onsite to begin the class daily.  If you need to reach her in the morning, prior to the class, please call: 720-206-7746.

Bill Lawrence  
Senior Vice President
MN-LG-LS-DN

TRANSWESTERN ROLE

Bill oversees development services, construction management and asset services for Transwestern in the Mountain and Western regions.

CAREER HIGHLIGHTS

Bill joined Transwestern in 1998 and has over 34 years of experience in all aspects of the real estate industry. He has been directly responsible for land development, including the development of industrial, office, residential, and retail properties. Bill oversees the entitlement requirements for Transwestern’s proposed developments and has assumed asset management duties for various clients.
 
Prior to joining Transwestern, Bill directed the rezoning and master planning efforts of a 321-acre residential development. As vice president and regional manager of a national development company, he was responsible for the development of various retail, office, and industrial properties. His responsibilities included land acquisition, value analysis, project pro-formas, budgets, and project dispositions.
 
Bill’s experiences include serving as Receiver for national clients and  multi-national holdings.

PROFESSIONAL AFFILIATIONS/RECOGNITION

Bill is an active member of the following organizations:

  • Certified Commercial Investment Member (CCIM), Colorado/Wyoming Chapterundefinedmember and past president
  • National Association of Industrial and Office Properties (NAIOP), Colorado Chapterundefinedmember and past president
  • Institute of Real Estate ManagementundefinedCertified Property Manager (CPM®)

EDUCATION

Bill obtained a Bachelor of Science degree from the University of Louisville and a Master of Science degree from Southern Illinois University. He is a senior instructor for CCIM courses “Introduction to Commercial Investment Real Estate,” “Financial Analysis for Commercial Investment Real Estate,” and “Market Analysis of Industrial Real Estate.”
- See more at: http://www.transwestern.net/About/Pages/Bio.aspx?email=Bill.Lawrence@transwestern.com#sthash.XICgyZe6.dpuf
Bill Lawrence  
Senior Vice President
MN-LG-LS-DN

TRANSWESTERN ROLE

Bill oversees development services, construction management and asset services for Transwestern in the Mountain and Western regions.

CAREER HIGHLIGHTS

Bill joined Transwestern in 1998 and has over 34 years of experience in all aspects of the real estate industry. He has been directly responsible for land development, including the development of industrial, office, residential, and retail properties. Bill oversees the entitlement requirements for Transwestern’s proposed developments and has assumed asset management duties for various clients.
 
Prior to joining Transwestern, Bill directed the rezoning and master planning efforts of a 321-acre residential development. As vice president and regional manager of a national development company, he was responsible for the development of various retail, office, and industrial properties. His responsibilities included land acquisition, value analysis, project pro-formas, budgets, and project dispositions.
 
Bill’s experiences include serving as Receiver for national clients and  multi-national holdings.

PROFESSIONAL AFFILIATIONS/RECOGNITION

Bill is an active member of the following organizations:

  • Certified Commercial Investment Member (CCIM), Colorado/Wyoming Chapterundefinedmember and past president
  • National Association of Industrial and Office Properties (NAIOP), Colorado Chapterundefinedmember and past president
  • Institute of Real Estate ManagementundefinedCertified Property Manager (CPM®)

EDUCATION

Bill obtained a Bachelor of Science degree from the University of Louisville and a Master of Science degree from Southern Illinois University. He is a senior instructor for CCIM courses “Introduction to Commercial Investment Real Estate,” “Financial Analysis for Commercial Investment Real Estate,” and “Market Analysis of Industrial Real Estate.”
- See more at: http://www.transwestern.net/About/Pages/Bio.aspx?email=Bill.Lawrence@transwestern.com#sthash.XICgyZe6.dpuf
Bill Lawrence  
Senior Vice President
MN-LG-LS-DN

TRANSWESTERN ROLE

Bill oversees development services, construction management and asset services for Transwestern in the Mountain and Western regions.

CAREER HIGHLIGHTS

Bill joined Transwestern in 1998 and has over 34 years of experience in all aspects of the real estate industry. He has been directly responsible for land development, including the development of industrial, office, residential, and retail properties. Bill oversees the entitlement requirements for Transwestern’s proposed developments and has assumed asset management duties for various clients.
 
Prior to joining Transwestern, Bill directed the rezoning and master planning efforts of a 321-acre residential development. As vice president and regional manager of a national development company, he was responsible for the development of various retail, office, and industrial properties. His responsibilities included land acquisition, value analysis, project pro-formas, budgets, and project dispositions.
 
Bill’s experiences include serving as Receiver for national clients and  multi-national holdings.

PROFESSIONAL AFFILIATIONS/RECOGNITION

Bill is an active member of the following organizations:

  • Certified Commercial Investment Member (CCIM), Colorado/Wyoming Chapterundefinedmember and past president
  • National Association of Industrial and Office Properties (NAIOP), Colorado Chapterundefinedmember and past president
  • Institute of Real Estate ManagementundefinedCertified Property Manager (CPM®)

EDUCATION

Bill obtained a Bachelor of Science degree from the University of Louisville and a Master of Science degree from Southern Illinois University. He is a senior instructor for CCIM courses “Introduction to Commercial Investment Real Estate,” “Financial Analysis for Commercial Investment Real Estate,” and “Market Analysis of Industrial Real Estate.”
- See more at: http://www.transwestern.net/About/Pages/Bio.aspx?email=Bill.Lawrence@transwestern.com#sthash.XICgyZe6.dpuf

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