The three steps of the CCIM Interest-based Negotiation Model are:
(a) Interview the parties, (ii) find the monetary midpoint, and (iii) settle as close to that point as possible
(b) Identify the most important issues to your client, (ii)derive a negotiation strategy to achieve as many as possible, and (iii)execute by holding as firmly to these positions as possible, regardless of the effects to any of the participants in the negotiations
(c) Perform a stakeholder analysis to identify the critical interest of the parties,
(ii)use creativity and brainstorm possible ways to address stakeholders' issues so that both parties get what they need, and (iii)Analyze the risk and understand what happens if the parties cannot come to an agreement; the so-called "fighting alternatives"
(d) Identify the wants and needs of others, (ii)realize that the relationship component of the process is of singular importance, and (iii) derive a strategy to get them what they want, even if it may be ultimately be detrimental to your future needs and wants