NRTA's 14th Annual Conference Themed
"Now More Than Ever!"

Negotiation – Theory and Practice
Course Presenter(s): Robert A. Machson, Esq.
Course Track: RE-4
Course Level: I
Course Cap: 0

Whether you are negotiating a new lease, a relocation, an option, or a CAM settlement, good negotiating skills are invaluable to your success. This fast-paced intermediate course covers the skills and techniques that any negotiator needs to apply not only to get a better deal, but to create better, long-lasting relationships with important business partners. You will learn when and how to make your first offer, when to stand pat and when to take risks. Most importantly, you will learn that the best deals are the ones in which everyone wins.

Is Your Property Tax Bill Correct?
Course Presenter(s): Michael Delman / Nina Lithavong
Course Track: OC-10
Course Level: B
Course Cap: 0

This basic course is designed for anyone who is responsible for the review and payment of real property taxes – either reimbursing the Landlord or paying directly to the taxing jurisdiction. Using case studies, the course will enable participants to better understand and appreciate the complexity behind real estate taxes. Participants will discover how to scrutinize their tax bill(s) using various resources including Lease Language, Site Plans, Public Records and Internet to identify any potential discrepancies.

• How to understand assessments, tax bills, tax maps and the property record card
• How to use your lease language to your advantage
• How to use public records and internet tools
• How to compare your lease to your tax bill/other document(s)

Writing Dispute and Response Letters
Course Presenter(s): Carol King
Course Track: LA-4
Course Level: A
Course Cap: 0

This advanced letter writing workshop that will focus on drafting dispute and response letters that get results! We will critique actual letters between landlords and tenants, review “must have” inclusions as well as things to leave out. You are encouraged to bring examples of your own letters or those received from your landlords for review during the session.

Participants should attend LA-1 Basic Writing Workshop prior to attending this course.

Co-tenancy Disputes
Course Presenter(s): Gregory Call, Esq.
Course Track: LE-5
Course Level: I
Course Cap: 0

This new intermediate course, led by an experienced litigator, will examine the issues that arise in application and enforcement of co-tenancy provisions. Using a case study approach, this course will help lawyers, paralegals, lease administrators and dealmakers understand what to expect in co-tenancy disputes and how to better draft co-tenancy provisions to avoid disputes. Issues addressed will include:

• Recoverable damages and remedies.
• Sales drop requirements.
• Definition of department stores, anchors and key stores.
• What is an acceptable replacement store?
• Definition of occupied or open space.
• Definition of retail space.
• What space is included in determining percentage of occupancy?

Understanding Insurance
Course Presenter(s): Howard Lind, Esq. / Arturo Perez-Reyes
Course Track: LA-5
Course Level: I
Course Cap: 0

This intermediate class will help demystify the topic of insurance. Our panel's goal is to give audience members tools to help deal with their next retail insurance questions and issues. We will discuss the various types of insurance related to real estate, and will dissect lease provisions dealing with insurance. The topics will include:

• Fire insurance
• Liability insurance
• Replacement cost versus actual cash value
• Business interruption and rental income
• Named insureds and additional insureds
• Insurance company ratings
• Indemnity
• Damage and Destruction

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