International Real Estate Strategies and Deal Negotiation

Course - MAIN IMAGE SLIDE - International Real Estate Strategies and Deal Negotiation Program

  • Real Estate Deal Strategies for a Post-COVID World

    Last offered January 27 – February 3, 2021

Program Description

2020 has been a year full of surprises. Business investment plans created at the beginning of this year have been changed by the pandemic. We know that the world will not be the same once the effects of COVID-19 start to fade, but we do not know how it will look. Real Estate developers and investors always seek certainties. We hate the risks of an uncertain world. On the other hand, during a crisis we can also find opportunities like those that emerged after the 2008 market crash.

How can we start planning our next steps? Can we create our new investment strategies now, even when we do not know what the market will look like? In this program, we will probe how to anticipate future directions in the real estate market.

Course Description - International Real Estate Strategies and Deal Negotiation Program

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By studying the logic behind real estate cycles, we will learn about local variance, not only by country, but by city, and how each real estate asset type has its own distinct cycle, affected differently by the pandemic. We will examine the specific drivers for all five asset types (retail, lodging, office, industrial, and residential markets); the difference between physical and financial cycles; and the factors that drive competitors to enter or exit a particular market. Through business cases and exercises, we will explore how to take advantage of both expansions and recessions, bullet proof our projects for the next cycle, anticipate and outmaneuver competitors, and assess, measure, and mitigate risks.

We will further address best practices for negotiating real estate deals, with a special focus on cross-border international negotiation. We will discuss different negotiation tactics and strategies, how to avoid common mistakes, understanding your counterpart’s position and BATNA, and the unique challenges that cross-border negotiations pose. Participants will engage in several negotiation exercises where they will be able to practice new skills.

Course - Learning Objectives - International Real Estate Strategies and Deal Negotiation Program

Learning Objectives

  • Learn tools to anticipate the direction of the real estate market after COVID-19 disruption in their own market.
  • Understand how to create and contribute to a successful real estate investment strategic plan.
  • Learn the theory behind the real estate cycle in order to anticipate its behavior and make rational investment and design decisions.
  • Understand the different external factors that can affect real estate investments around the world.
  • Learn how to protect investments from risks while discussing currency hedging, leverage, cross-border portfolio, and the most efficient investment structures.
  • Understand negotiation dynamics to prepare yourself, your organization, or on behalf of your client to understand parties’ respective interests, claim and create value, and resolve differences to close a deal.
  • Create your own strategic plan to be ready when you are sitting down at the negotiation table.
  • Understand how different cultural environments can shape the design and development process of our projects.


What Past Participants Have Said

"Fernando has really good examples which make him authentic"
"Awesome class. I loved having multiple negotiating sessions."
"This Class is amazing. Be empowered to be the next dealmaker."
"Interesting to get inside of the US and Latam markets"
"Awesome professor! Love his energy!"

Course - Instructor - Fernando Levy Hara

Principal and Co-founder, Unico Developers; Principal and CEO, Moon Key Realty, LLC.
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