Negotiating Institutional and Commercial Real Estate Transactions

Negotiation strategies in real estate investment and acquisition

Program Description:

In the Negotiating Institutional and Commercial Real Estate Transactions seminar, participants proceed through the stages of an institutional real estate transaction, observing and acquiring best negotiation practices during each stage. The process includes negotiations on price and terms between buyer and seller, terms and agreements between sponsor and equity partners, and terms and conditions between borrower and lender. Specific attention is given to ways in which financial analyses and legal documents are often used as weapons in negotiations. The workshop is designed primarily from the perspective of a potential acquirer working for an investment firm, such as a real estate investment trust (REIT) or private equity fund. However, TNI can customize this seminar so it can be taught from the perspective of the sellers of institutional real estate, real estate brokers (working on behalf of buyers and sellers), attorneys, limited partner equity investors (those who would invest and thus negotiate with buyers or sponsors of deals), and lenders. The faculty instructor has been an active player in real estate since 1991 as an owner, investor, strategist, and academic. He is a professor of real estate at the University of Central Florida, ranked the 5th best real estate program in the US, and is responsible for developing the Masters of Science in Real Estate program there. In addition, he has founded a family of mutual funds that focus on alternative assets and has played an instrumental role in bringing the first non-traded business development company (BDC) to the retail market. This TNI seminar provides an in-depth understanding of the role negotiations play in industrial and commercial real estate transactions. Participants will learn best practices that they will immediately be able to use upon returning to the workplace.

Don’t miss our 2014 Conference Event The Art of Negotiating Real Estate on February 12th at the New York Athletic Club in New York City. For more information about this Event and to register, please visit The Art of Negotiating Real Estate official page.

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  • Topics:
    • Core Principles of Institutional Real Estate Transactions
    • Best Practice Negotiation Tactics
  • Key Takeaways:
    • Gain a comprehensive understanding of institutional real estate transactions from the buyer and seller side
    • Gain full awareness of necessary processes for successful negotiations
    • Gain best practice equity negotiation techniques
    • Learn how to manage attorneys and third parties in negotiations to close deals on favorable terms
    • Learn every step in the institutional real estate transaction process
    • Learn best practice negotiation techniques that are applicable to buyers and sellers, know what to expect
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