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Software Vault: The Gold Collection
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Software Vault - The Gold Collection (American Databankers) (1993).ISO
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npro301d.zip
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LEASE.APD
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1993-07-01
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To do list:
a. research lease rates for comparable space (noting
the asking price as well as final prices and give-aways
b. research special features of our bldg. vs the
competition (access to transportation facilities,
utilities, common space, etc., and do this up in a
features and benefits sheet)
Summary of negotiation outcome (include objective,
dynamics, results):
1. the objective was to rent out the facilities to the
best of the current tenants at the best possible rents
under the circumstances (currently there is a lot of
empty space that other landlords are giving away or
some are actually giving cash incentives to get
renewals)
2. the dynamic was set early on by trying to stress
the benefits to each party by maintaining the LL-Ten
relationship, how professional we were, how there were
no BREAK-INS or loss of UTILITIES, or DEFECTS in the
building that hindered its operation. For instance,
there isn't any asbestos to be removed, etc. This win-
win professional dynamic keeps us from groveling to
get renewals and keeps the tenants from making
outrageous demands.
3. the outcome had us waiting on tenterhooks for some
of the major tenants, but overall we only had one or
two tenants that demanded and got a 10% rollback in
rents. Whatever building improvements we had to
promise were relatively minor and enhanced the
property value.
4. one negotiation was particularly difficult. The
tenant was out for blood. We told him we thought we
could find a replacement or be better off if the space
were vacant than accede to his demands. He called the
next day and agreed to renew with a token concession.