Professional Development Institute

Theory & Practice of Negotiation: Creating More Value

June 8-10

Course Overview

This intensive three day program will demonstrate how the mutual gains approach to negotiation pioneered at the Program on Negotiation at Harvard Law School can be applied to the full range of real estate transactions. The program is guaranteed to give you at least a half a dozen new insights that will change your approach to real estate negotiations—no matter how experienced you are.

Learning Outcomes:

• Achieve the best possible deals without ruining long-term relationships

• Use technical analyses to your best advantage

• Create more value even as you work to claim as much for yourself as possible

• Build a world-class negotiating organization

Instructor:

Lawrence Susskind is the Ford Professor of Urban
Planning at MIT; Visiting Professor of Law at Harvard Law School and co-founder of the Program on Negotiation at Harvard Law School.

Registration & Fees:

Course Fee:  $3,000
The program fee covers tuition, course reader, continental breakfast, and light refreshments. Registration and payment must be made at least one week prior to the course start date.  Course information, including the reader, will be made available once payment is received.

To register on-line with a credit card click here. If you would like to pay by bank check or wire transfer, please follow the instructions on the General Information page.

For additional information, please contact:

Assistant Director
MIT Center for Real Estate
Office of Professional Education
+1 617-253-6193
mit-cre@mit.edu