Known for his finesse in negotiating complex real estate finance deals, Philip Rosen is the co-head of real estate and infrastructure practices at Weil, Gotshal and Manges. During his 35-year tenure at the law firm, he’s represented clients like Brookfield Asset Management, the Port Authority of New York and New Jersey, Starwood Hotels and Resorts, and Macy’s.
Though Rosen can recount stories involving cloak-and-dagger tactics, over time his practice has become a refined philosophy — one that favors compromise over aggression.
“I always hate it when the client on the other side shows up with a litigator as well as his real estate lawyer to the first meeting,” Rosen told The Real Deal. “That indicates to me that he’s not really interested in coming to a peaceful resolution.”
TRD sat down with the negotiator to pick his brain on how he successfully maneuvers a parley.
To see four pointers on the art of negotiation, watch the video above.
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