The Wharton School of the University of Pennsylvania Philadelphia, Pennsylvania
Speaker(s):
Jeffrey Hugh Newman
Sponsor:
International Council of Shopping Centers
Topic:
Advanced Negotiation Techniques; and Litigation Strategies for Transactional Lawyers
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.
