Presentations

2013 ICSC University of Shopping Centers

Date
March 04, 2013 - March 06, 2013
Location
The Wharton School of the University of Pennsylvania
Address
Philadelphia, Pennsylvania
Speaker
Jeffrey Hugh Newman
Sponsor
International Council of Shopping Centers
Topic
Advanced Negotiation Techniques; and Litigation Strategies for Transactional Lawyers
Description

Advanced Negotiation Techniques –  The emphasis of this program will be on shopping center transactions, the session will prove useful to any commercial negotiation process. Negotiating techniques will be the focus of this course. Using an interactive format, leaders of this session:

  • Will take the participants through the psychological and substantive aspects of the negotiating process;
  • Discuss positions and outcomes for successful results in creating deals; and 
  • Will use various "every day-every deal" issues in shopping center transactions (such as recapture rights, transfer rights and go-dark provisions) as a platform to explore the intricacies of the negotiation process in order to arrive at a win-win conclusion, satisfactory to all sides.