IBA Annual Conference Sydney 2017

8 Oct - 13 Oct 2017

Room C4.11, Convention Centre, Level 4

Session information

Complex real estate transactions
Room C4.11, Convention Centre, Level 4


Real Estate Section (Lead)
Arab Regional Forum
Corporate and M&A Law Committee


Another similar real estate cross-border transaction? No way! Although such deals have some common aspects, each transaction is different due to cultural background, regional specificities and a particular market’s characteristics. During this session, recognised real estate, M&A and litigation experts, as well as industry speakers will share their prodigious knowledge by providing practical information for handling such convoluted (international) transactions. The interactive session will also include a negotiation workshop – a continuation of the sessions on principled negotiation and negotiation preparation that were held during the IBA Annual Conferences in Vienna and Washington. This time we will hone in on the key skills that master negotiators use when navigating competitive price negotiations. You will have an excellent opportunity to negotiate and analyse the dynamics and strategies of price negotiation and the tactics, behaviours and psychology that have led to the best deals.

Session / Workshop Chair(s)

Samuli Koskela Lexia Attorneys, Helsinki, Finland; Chair, Law Firm Management - Business Development and Marketing Subcommittee
Peter Kunz Kunz Wallentin Rechtsanwälte GmbH, Vienna, Austria; Newsletter Editor, Real Estate Section
Izabela Zielinska-Barlozek WOLF THEISS Rechtsanwälte GmbH & Co KG, Warsaw, Poland; Vice Chair, Real Estate Section


Walid Azzam Hadef & Partners, Dubai, United Arab Emirates; Officer, Arab Regional Forum
Alexandre Grellier Drooms, Frankfurt, Germany
Stephen McNabb CBRE, Sydney, New South Wales, Australia
Gary McSharry McCann FitzGerald, Dublin, Ireland; Secretary, Private Equity Subcommittee
Nikki Robinson Clayton Utz, Sydney, New South Wales, Australia
Claudia Winkler The Negotiation Academy, Vienna, Austria
Michael Wolff Victorian Bar, Melbourne, Victoria, Australia