New Course Offering: Real Estate Negotiations
The Program in Real Estate (PRE) is offering a familiar course, Real Estate Negotiations, under the leadership of a new team. This course will be co-taught by Dr. Duncan Duke from the Johnson School of Management and Carl Neuss, founding principal of Pacific Cascade Group.
Duncan Duke is a graduate from the Johnson School of Management’s doctoral program. While in the program, Duke’s research focused on the generation and implementation of strategies for multinational corporations. He is currently serving as a Post-doctoral Associate for the Johnson School.
Carl Neuss graduated from Cornell with a B.S. in civil engineering and went on to receive advanced degrees from UC Berkeley and the Harvard Business School. He currently serves as the President and CEO of the Pacific Cascade Group. Prior to starting this company, Neuss held positions as a partner at IHP Capital Partners, where he oversaw the CalPERS investment program, and as a senior development executive at The Buie Corporation, a major California real estate development firm.
The goal of this course is two-fold. Firstly, the course aims to develop students’ negotiation skills, including issue identification, persuasion, deal-making and dispute resolution. Secondly, the course seeks to provide students with an in-depth understanding of how real estate negotiations are employed to effectively establish, structure and operate real estate development and investment enterprises.
The course will be taught in two modules. In the first part of the course students will discuss and apply theories developed as guides to improve negotiations. Students will develop and sharpen their negotiating skills by performing mock negotiations with other students in a variety of settings.
In the second part of the course, students will apply the fundamental negotiating skills developed in the first module to the in-depth, practical real estate business transactions. There will be a special emphasis on the interaction between developers, financial partners, and capital markets. Lenny DeStefano, PRE Class of 2012, stated that he finds “great opportunity in learning about joint ventures from a successful practitioner and exposure to a side of the business transaction that often occurs behind closed doors.”
The Cornell Program in Real Estate is strengthened by its evolving curriculum which meets the needs of a changing industry.
The Cornell Program in Real Estate offers a comprehensive, two-year professional degree in the field. Students at Cornell benefit from an encompassing core curriculum combined with a rich, diverse selection of real estate electives allowing for niche specialization—all in close interaction with the largest on-campus real estate faculty in the country. Cornell is also home to the Cornell Real Estate Council, an extensive network of industry leaders, the Cornell Real Estate Review, the Cornell Real Estate Conference, research and industry news, and more.
To find out more about Cornell’s Program in Real Estate, please go to http://www.realestate.cornell.edu