Commercial Investment Real Estate

NOV-DEC 2013

Commercial Investment Real Estate is the magazine of the CCIM Institute, the leading provider of commercial real estate education. CIRE covers market trends, current developments, and business strategies within the commercial real estate field.

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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

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