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LEA 6180 SU Problem Solving and Resolution Case Study

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Case Study Problem Solving and Resolution
Barton E. Lord
Leadership and Management South University
LEA6180 Strategic Negotiations
Dr. Mohammed Mirza
November 30, 2020

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Problem Solving and Resolution 2
Introduction
The negotiation revolved around a large tract of land located in Metro Davidson County,
Downtown Nashville, Tennessee. It is 689 acres with over 1 mile on the Cumberland River. Over
one year of research has been done on this parcel by my team and I. Formerly not for sale, it has
come on the market for $7.8 million. Total development costs are projected to be more than $200
million. The goals for the negotiation are to create a Letter of Intent (LOI) outlining the basic
tenets of the agreements necessary to move toward the development of the target property, create
a template for those final agreements and secure the property.
Summary of the Case
The negotiation was conducted between a development team, Trinity Development
Partners (TDP) including three individuals, of which I am the lead negotiator and an equity
investment group of three individuals who have formed a partnership to invest in the purchase
and development of the property based upon a 50 page project summary and development
proposal created by TDP and written by same. The core of the negotiation was the creation of a
new Development Partnership Agreement between the development group and the equity
investor group to delineate each sides ownership interest in the property itself, equity share of
profits from the sale of developed land and development fees associated with that development,
and a Master Development Agreement for TDP to manage all development. A Letter of Intent
(LOI) would result from the negotiation outlining the terms agreed to and an initial outline of an
Operating Agreement for the LLC that would be created for the new partnership would be
included in that LOI. Additionally, the LOI would be accompanied by a Proof of Funds (POF)
Letter from the equity group showing funds available to purchase the property for $7.8 million.
Following the negotiation, the newly formed partnership will make a full price offer for the

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Case Study – Problem Solving and Resolution Barton E. Lord Leadership and Management – South University LEA6180 – Strategic Negotiations Dr. Mohammed Mirza November 30, 2020 Problem Solving and Resolution 2 Introduction The negotiation revolved around a large tract of land located in Metro Davidson County, Downtown Nashville, Tennessee. It is 689 acres with over 1 mile on the Cumberland River. Over one year of research has been done on this parcel by my team and I. Formerly not for sale, it has come on the market for $7.8 million. Total development costs are projected to be more than $200 million. The goals for the negotiation are to create a Letter of Intent (LOI) outlining the basic tenets of the agreements necessary to move toward the development of the target property, create a template for those final agreements and secure the property. Summary of the Case The negotiation was conducted between a development team, Trinity Development Partners (TDP) including three individuals, of which I am the lead negotiator and an equity investment group of three individuals who have formed a partnership to invest in the purchase and development of the property based upon a 50 page project summary and development proposal created by TDP and written by same. The core of the negotiation was the creation of a new Development Partnership Agreement between the development group and the equity investor group to delineate each sides ownership interest in the property itself, equity ...
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