Real estate finance negotiation essentials

Successful real estate finance transactions depend as much on commercial negotiation as they do on legal drafting. This introductory webinar is designed for trainees through to associates looking to build a solid understanding of the real estate finance landscape, the objectives of key stakeholders, and the typical lifecycle of a transaction. Through an exploration of the principal documents, common negotiation points, and practical techniques, delegates will gain the knowledge and confidence needed to support negotiations effectively and deliver commercially focused advice to clients.

This webinar will cover the following:

• Understanding Stakeholder Objectives – contrasting priorities of lenders vs. borrowers (risk, return, flexibility, control)
• Core Financing Documents – overview of facility agreements, security documents, intercreditor arrangements, and side letters
• Key Negotiation Points (Lender Perspective) – covenants, events of default, security package, pricing, and controls
• Key Negotiation Points (Borrower Perspective) – flexibility in use of funds, covenant headroom, cure rights, and prepayment options
• Risk Allocation and Mitigation – how parties negotiate risk through representations, warranties, undertakings, and conditions precedent
• Commercial vs. Legal Levers – balancing legal drafting with commercial negotiation tactics to achieve client objectives
• Practical Negotiation Techniques – preparation strategies, effective communication, managing concessions, and maintaining leverage
• Common Pitfalls for Junior Lawyers – over-negotiating, missing commercial context, poor issue prioritisation, and drafting traps