September 7, 2012 Forum

TOPIC:  Getting What You Want: Commercial Real Estate Negotiations

Learn about 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:

1. Satisfy the interests of parties involved in the negotiation (without sacrificing yours)
2. Develop strategies for identifying and addressing challenges in a principled, transparent manner
3. Maintain a collaborative approach to negotiations
4. Effectively communicate the consequences of not reaching an agreement

Speaker: Barbara M. Bushnell, CCIM

Working in commercial real estate since 1979, Barbara Bushnell is currently Vice President Office Group of Newmark Grubb Knight Frank in San Antonio, Texas. Prior to moving to San Antonio in 2011, Bushnell served as Executive Vice President of Corporate Services and Client Development for Corporate Realty Associates based in Birmingham, Alabama. She is recognized as a specialist in the office market offering development and facilities management services as well as representing an impressive list of clients (both owners and users of office properties) and the sales and leasing of investment properties. She has experience in Class A office development and property management and is consistently a market leader in office lease transactions.

Barbara received the CCIM designation in 2000. She has been active in the Alabama CCIM Chapter for many years and served as the 2008 President of its Board of Directors. Barbara has been an Instructor in the CCIM Institute since 2005 and was named the Robert L. Ward Instructor of the Year for 2012. She teaches 101, 103 and Intro Courses.  Additionally, Barbara is involved with the development and instruction of the Advanced Negotiation Workshop and other CCIM non‐designation courses offered by the Robert L.
Ward Center for Real Estate Studies.