I encourage my students to stay in touch
with me after their courses — I serve as
a resource as they apply the tools
we have given them.
comes for each of the parties involved in
the negotiation while preserving valuable
relationships. It isn't at all about win-lose
or zero-sum game tactics. In the class, we
teach participants a very disciplined and
thorough approach to negotiating that
ensures interests of all parties have been
considered. This also involves teaching
creative problem-solving strategies and the
value of making all possible alternatives
available to the parties before beginning to
negotiate so as not to be caught unaware
during the process.
CCIM.com
CIRE: What real-world business
experiences do you share with
students in the courses you teach and
how does it benefit students?
Crane: Te real beneft of having experienced commercial real estate practitioners
as instructors is that in a multi-decade
career we have pretty much seen and heard
it all. We've weathered several economic
cycles — good and bad — and have seen
efective and inefective ways of dealing with
a multitude of situations. I encourage my
students to stay in touch with me afer their
courses — I serve as a resource as they apply
the tools we have given them.
CIRE: What are a few of the most
critical concepts in CCIM's core courses
that equip students to navigate today's
commercial real estate market?
Crane: We teach our students to use a
wealth of analytical tools that may be
applied in their dealings with clients.
Real estate deals and clients are unique.
While similarities exist from one deal to the
next, each one of them is diferent. Te CCIM
education equips students with the knowledge
to deal with a broad range of situations they
may encounter in their career. Te bonus is
gaining access to a network of other designees
across the country and across all disciplines.
Jennifer Norbut is senior editor of Commercial Investment Real Estate. If you have a
story worth sharing in CCIM Q&A;, send it to
jnorbut@ccim.com.
November | December | 2013
13