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On Demand: Negotiating 201: Arm Wrestling for Beginners

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Negotiating 201: Arm Wrestling for Beginners is a practical forum for developing and refining your approach to negotiations. Negotiation is a regular part of everyone's career and occurs in both formal and informal settings. Our goal of this on-demand video is to demystify the negotiating process and give you tools to make for a more success negotiation. Our expert negotiators will review:

  • why we negotiate,
  • how to prepare to negotiate,
  • managing internal pressures,
  • real world negotiation tactics alongside case stories, and
  • special tactics to negotiate by phone. 


  • Meagen E. Leary, Esq., Partner, Duane Morris LLP

    Meagen Leary maintains a national creditors’ rights, real estate and bankruptcy law practice. She handles commercial loan enforcement and workouts, bankruptcies, condemnation proceedings, lender liability claims and other related litigation for her financial institution and commercial real estate clients. Ms. Leary and her team handle all aspects of real estate acquisitions, dispositions and commercial loan transactions. In addition, Ms. Leary provides oversight and general counsel services to several national clients. Ms. Leary is a frequent speaker and writer on legal and practical issues that impact commercial real estate lenders and investors. She is actively involved in CREFC, CREW, American College of Mortgage Attorneys, and the California Receivers Forum.

  • Thomas A. Fink, Senior Vice President, Managing Director, Trepp, LLC

    Thomas A. Fink, CRE is a Senior Vice President and Managing Director at Trepp, LLC, a leading provider of data, analytics and technology to the CMBS, Commercial Real Estate and CLO markets. Trepp provides primary and secondary market participants with the tools and insight they need to increase their operational efficiencies, information transparency and investment performance. Trepp serves over 800 institutional clients representing insurance companies, broker-dealers, banks, pension funds, asset managers and regulators.

    At Trepp, Tom plays a leading role in Business Development, acquisitions and investments, and in the formulation and implementation of corporate strategy. Tom also serves as chair of Trepp’s ESG Steering Committee. He works with key clients, and maintains an ongoing dialog with industry leaders, trade groups and regulators particularly around the needs of reporting and transparency.

    Tom has published in CRE Finance World, Real Estate Issues and The Journal of Business and Economics. He has been a guest on CNBC’s Squawk Box, and other radio and video programs.

    Tom has over 40 years’ experience at the intersection of technology, real estate and capital markets. Prior to joining Trepp, Mr. Fink served as the Chief Financial Officer of the North American Development Bank, a binational institution owned by the governments of the United States of America and the United Mexican States. He was a senior banker at several securities firms, including Blyth Eastman Dillon, Bear Stearns and Chemical Securities.

    In addition to Trepp, Tom is a Board Member for the National Consumer Cooperative Bank, a Director at Mercatus, Inc., and member of the Executive Advisory Council of the Fordham University Real Estate Institute in New York City.

    Mr. Fink has a Bachelor of Science, Foreign Service, from the Edmund A. Walsh School of Foreign Service at Georgetown University, and a Juris Doctor from Seton Hall University. He has been a member of the Counselors of Real Estate since 2012.

October 1, 2021
Fri 2:00 PM EDT

Duration 1H 0M

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