Commercial real estate as an investment object - free course from the Russian School of Management, training, date: December 3, 2023.

25 years of practical experience in commercial real estate. Marketing and sales management, promotion and sale of commercial real estate.

Commercial real estate property: main characteristics
• Economic characteristics of the property.
• Location analysis.
• Architectural and planning characteristics: office real estate.
• Architectural and planning characteristics: retail real estate.

Investing in commercial real estate
• Commercial real estate: cost structure.
• Sale of commercial real estate.
• Rental of commercial real estate: structure of rental income.
• How the market value of a property is formed.
• Investment sale of commercial real estate.
• Determining the value of a real estate asset: direct capitalization method.
• Determining the value of a real estate asset: discounting cash flows.
• Profitability and payback Internal rate of return.
• Investment styles.
• Investment cycle.

Peculiarities of negotiations in commercial real estate
• The main stages of negotiations in commercial real estate: commercial proposal – letter of intent – ​​contract.
• Preparing for negotiations: identifying goals, interests and priorities; what is a commercial strategy (business model) and what factors does it depend on. How to set priorities correctly: the connection between the business model and priority conditions.
• Analysis and strengthening of negotiating positions; study of the counterparty.
• Basic negotiation strategies: “hard / soft bargaining”, “compromise”; “positional” and “principled” negotiations. How to choose the right strategy.
• Basic negotiation tactics. What is manipulation and what is it based on. The main types of manipulations that occur in commercial negotiations; methods of resisting manipulation.
• Key participants in the negotiation process
• Negotiation team: distribution of tasks. The role and tasks of a broker, lawyer, accountant, technical specialist in negotiations.
• Planning and management of the negotiation process. Calculation of the “critical path”. Tactics for speeding up/slowing down negotiations. "Dead spots". Control tools in negotiations: “deal support book.”
• Psychological factors of negotiations: methods of forming sympathy and establishing contact; basic mistakes in “making an impression”; law of optimal motivation; managing the emotional state of the parties to negotiations; negotiations with difficult counterparties.
• Legal aspects of negotiations: liability for unfair negotiations (Article 434.1 of the Civil Code). Arbitrage practice. “Rules on negotiations”; balance of interests of the parties in negotiations (Plenum of the Supreme Arbitration Court “On freedom of contract and its limits”). The concept of weak party in a contract and unfair contract terms. Arbitrage practice.