Program Overview

Real Estate Negotiation Essentials: Dealmaking Techniques & Simulation

This focused program teaches impactful real estate negotiation techniques and immediately applies them in an online dealmaking simulation. The success of any real estate venture depends on effective negotiation at every step of the development process.

Program Overview

The advanced real estate negotiation techniques and exercises in this program were previously only offered as part of International Real Estate Strategies and Deal Negotiation – a four-day program offered on campus. However, given how popular the negotiation portion of this program has been, a stand-alone online program solely focused on dealmaking simulations has been created.

What to Expect

• Group negotiation exercises
• Certificate of Completion

Participants will go through several hands-on exercises and negotiation simulations in a virtual environment to practice all the skills they will learn during the program. They will learn negotiation best practices in real estate, hear memorable stories from the instructor that show dealmaking strategies in action, and immerse themselves in exercises that immediately push them to apply what they’ve learned in a competitive negotiation simulation.

Learning Objectives

• Understand negotiation dynamics to prepare yourself – on behalf of your organization or client – to understand parties’ respective interests, claim and create value, and resolve differences to close a deal.
• Comprehend the unique applications of negotiation tenets in real estate dealmaking.
• Create your multi-scenario plan to be ready when you are sitting down to negotiate (either in-person or virtually).
• Understand the difference between interests and positions and distributive vs. integrative negotiation.
• Identify strategies to understand your and the other party’s BATNA (Best Alternative to a Negotiated Agreement).
• Learn the most common mistakes during a real estate negotiation and how to avoid them.

Who Should Attend

We welcome anyone involved in the negotiations and dealmaking process for real estate projects to register – including developers, lawyers, brokers, architects, lenders, and all stakeholders on large-scale real estate projects seeking to understand real estate negotiations and dealmaking better.

Instructor

Fernando Levy Hara

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

Program Details

• Dates: March 25, 27, 30, 2026
• Time: 11:00am – 1:00pm Eastern
• Location: Online
• Tuition: $1,250 (until January 31), $1,450
• CEUs: Pending
• AMDP Elective Units: 1

Participant Feedback

This is a great program on the fundamentals and techniques for modern negotiations that can apply and is based on real-world situations, backed by both research and practice.

The program opened my eyes to various tactics or methods to negotiate. The professor was engaging and knowledgeable. Understanding that negotiating is a two-way street and understanding not only my own BATNA but also the other party’s will help me bring a more thoughtful offer to the table. Thank you.

I liked the practical examples; it is real-life examples that give academic understanding a reality check.

It was a great experience being able to learn from industry leaders. Thank you for providing such a great opportunity.

– 2025 participants in the program

Participant Stories

Christopher Donald

Managing Director | XYZ Storage

Ahmed Irfan Khan

Founder & CEO | Afsar Developers LLC

Registration Details

• Registration Deadline: 3 hours before the start of the program.
• Full Discount and Cancellation Policies: Available upon request.