April '26 Newsletter

• Mergers and acquisitions
• Private securities offerings, both debt and equity
• Recapitalizations
• Early and late-stage investment
• Commercial agreements
• Executive and employer compensation arrangements
• Secondary mortgage market transactions

Bobango advises private companies, private equity firms and venture capital firms, including their portfolio companies, in a wide range of industries. He also has broad experience in representing startups, later-stage and established companies. Clients trust and rely on John’s practical and strategic counsel through every phase of the business’s lifecycle, from formation, capital raise, strategic alliances and business operations to mergers and acquisitions.

• CI 103: October 13–16 (Register here.)
• Negotiations: October 12 (Register here.)

CI 103: User Decision Analysis for Commercial Investment Real Estate

Linking a company's enterprise-level goals with their real estate strategy is key to offering the right space solution. Whether an investor, operator, or a broker, it's important to approach real estate problems from the perspective of the user/occupant. In CI 103, you'll learn such advanced skills as how to perform a comparative lease analysis between competing assets, analyze a sale-leaseback to help a client generate capital from their owned real estate, and advise a client on a lease vs. purchase decision to facilitate an expansion.

Incorporating the CCIM Decision-Making Model and the CCIM Communications/Negotiations Model, CI 103 explores new concepts regarding user discount rate selection, such as using multiple rates for some occupancy decisions based on perception of risk related to the various occupancy cash flows.

After completing this course, you will be able to:

• apply key occupancy decision-making skills such as comparative lease analysis, lease vs. purchase analysis, lease buyout analysis, and sale-leaseback analysis to optimize user space decisions;
• determine how the financial reporting requirements for real estate influence user decisions; and
  integrate negotiation skills with financial analysis skills to maximize user outcomes.

Register for CI 103 in Memphis by clicking here.

Negotiations

This course is worth 8 credit hours for the Introduction to Commercial Real Estate Certificate.

Successful commercial real estate transactions depend on strong negotiation skills. Commercial Real Estate Negotiations teaches professionals how to apply the CCIM Interest-Based Negotiations Model, helping them navigate complex deals with confidence and strategy. By shifting away from outdated high/low bargaining tactics, this course provides a structured, three-step process to secure better outcomes while maintaining strong relationships with clients and stakeholders.

In an evolving market where every deal requires strategic collaboration, understanding how to balance competing interests while maintaining leverage is crucial. This course provides real-world negotiation techniques that help professionals overcome common deal obstacles, communicate value, and close transactions efficiently.

Key Takeaways:

• Understand Negotiation Dynamics – Identify key players in a negotiation and uncover what they truly need to reach an agreement.
• Develop Win-Win Strategies – Learn how to meet the interests of all parties without sacrificing your own objectives.
• Overcome Deal Roadblocks – Navigate challenges and address objections in a principled and transparent manner.
• Enhance Your Communication Skills – Effectively communicate the consequences of not reaching an agreement to strengthen your position.
• Maintain a Collaborative Approach – Build long-term relationships by negotiating with professionalism and confidence.

Register for our Negotiations class here.