This course consists of two full 8 hour days (with one hour each day for lunch) and provides a broad introduction to skills and techniques of negotiation. The class introduces and discusses the primary elements of negotiation and explains how to consistently reach a negotiated agreement. Some of the categories are covered include: preparation tactics, identification of goals and means, evaluation of the other party's position and goals, and possible points of dispute. Students learn to manage negotiations through case studies, lecture, and class discussion.

To make the course much more relevant for real estate professionals, we've focused the class on the topic of distressed debt and workouts. Specific cases from Kahr's investment and consulting platform will be used to explore how to maximize value and manage the legal and financial issues surrounding workouts.

The next class we'll be holding is for the Urban Land Institute on March 17 and 18, 2010 in Fort Lauderdale, Florida. To sign up, go here.

Our negotiation philosophy stresses preparation; comprehensive analysis such that even aggressive, emotional negotiations eventually reach agreement. Furthermore, we encourage creative solutions (where possible) that maximize value by considering factors beyond simple price or cost.

Specifically, the class will deal with the following: