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February 2008

Fri 1

09:30 - Henry Stewart Conference Studies - How to Negotiate - Strategy and Behaviour

Venue: The Strand Palace Hotel
Location: London
Cost: £249 + VAT

To be consistently successful in your negotiations you need three things:
• A strategy specifically prepared for each negotiation
• A plan for achieving that strategy
• The behavioral skills to execute that plan

This practical course equips you with the core knowledge and skills to meet those objectives.

What is this course like?
• Interactive – after brief inputs you will practice both planning and undertaking negotiation
• Practical – you will practice using relevant scenarios and apply fundamental concepts to your own markets and clients
• Immediately applicable – useable processes and templates to take away
• Personal – you will get individual feedback and coaching

What does the course cover?
• What negotiation is and is not
• How it differs from ‘selling’
• Why it goes wrong so often

Planning for the negotiation:
• Defining your objective
• Determining your relationship approach
• Identifying the negotiables (beyond the obvious)
• Assessing the 'power balance' and how to use that assessment
• Assessing your scope for movement

Executing the plan – the behavioural skills
• The use of proposals and questions
• Handling difficult people
• Dealing with deadlock
• Working alone and in groups

Who should attend?
All those who can vary what they offer – whether they are involved in formal negotiations or not.

For more information on this event click here to send an email enquiry

Mon 4

09:30 - Henry Stewart Conference Studies - What to do at Lease Renewal

Venue: The Strand Palace Hotel
Location: London
Cost: £249 + VAT

An in-depth programme of instruction on the provisions of the Landlord and Tenant Act 1954 for the renewal of leases. This will include practical legal and surveying advice on how to get the best out of a renewal for your organization or client. The day will cover recent changes to the 1954 Act and recent case law and will involve a combination of talks, workshops and practical exercises designed to provide an in-depth understanding of the workings of the Act.

The course will cover:
• Application of the 1954 Act
• Termination procedure and notices
• Grounds of opposition
• Court procedure
• Terms of new tenancy
• Rent and interim rent
• Compensation
• Recent changes in law
• Workshops and practical examples

This course will be of benefit to owners and occupiers of tenanted commercial property and their advisors.

For more information on this event click here to send an email enquiry

Wed 6

09:30 - Henry Stewart Conference Studies - Commercial Property Management - Strategy and Function

Venue: The Strand Palace Hotel
Location: London
Cost: £249 + VAT

This workshop will look at both the strategic role property can play in a portfolio, as well as a wide range of aspects which centre on the daily running of an estate management plan.

This practical course will look at the important practical principles and elements of commercial property management focusing on such issues as:

• Portfolio, asset and estate management compared and contrasted
• Occupational contracts and agreements
• The ‘business’ lease
• Negotiation of new or renewal tenancies
• Rent and rent reviews
• Business Rates and Business Improvement Districts
• Repairs, dilapidations and deleterious materials
• Service charge liabilities, apportionments and management
• Assignments and sublettings: opposition and grant
• Tenant Default
• The use of break clauses and pre-emptive options
• Energy Performance Certification

This course will be of benefit to everyone involved in managing commercial property, including managing agents, surveyors, landlords and tenants. Its focus on both strategic and operational issues will be of interest to a wide range of personnel from financial controllers to facilities managers.

For more information on this event click here to send an email enquiry

Tue 26

09:30 - Henry Stewart Conference Studies - Valuing Hotels, Pubs and Restaurants

Venue: The Strand Palace Hotel
Location: London
Cost: £249 + VAT

Valuing hotels, restaurants and pubs is special and DIFFERENT. Frequently the values of the business and the property slide into each other and are difficult to untangle. Similarly the opportunity to be the owner may have exceptional value in itself while views on unrealised potential may extend over a wide range of values. There is science here but also art and few businesses have decent comparables. This course explains the science and reveals the art setting aside the oh so common myths – all with copious real world examples.

This course will cover:
• What factors are important to ‘Value’?
• Where does business value end and property value start?
• Understanding goodwill
• Leasehold/management contract values
• Freehold values in rising and falling markets
• Location issues
• Brand value
• Discounted Cash Flows
• How to analyse and apply comparable transactions to valuations
• Opco/Propco values
• What's hiding in the P& L
• What ifs
• Effect of the smoking ban on value
• Planning and licensing issues
• Understanding trading accounts
• Relevance of financial projections.

For everyone who wants or needs to fully understand the practice, theory and methodologies of hotel, restaurant and pub valuations.

For more information on this event click here to send an email enquiry