Leasing Tip of the Day: When You Give, You Must Get!

Leasing Tip of the Day: When You Give, You Must Get!

Negotiations can be a real test of patience, especially when your prospect keeps pushing for more concessions. You know the type—they nickel and dime until you feel like you’ve given away the store. Here’s a crucial strategy from my book, The Retail Leasing Playbook: always make sure that when you give, you get something in return.

If a prospect wants a lower or no guarantee, offer the space “As Is” with no Tenant Improvement (TI) or landlord enhancements. This approach sets a clear boundary and shows that every concession has a corresponding trade-off.

Remember, it’s easy to get frustrated with the constant back-and-forth. However, the key is to make sure that every time you concede to one of their requests, you secure something beneficial for yourself or the property.

This tactic not only balances the negotiation but also signals that your concessions come with a cost.

By consistently demanding something in return for every concession, you’ll likely find that the relentless demands start to dwindle. This strategy not only helps you maintain control of the negotiation but also ensures that the deal remains fair and balanced.

Keep this tip in mind the next time you’re in a tough negotiation.

Stand firm, and remember: every “give” must have a “get.”

You’ll find the process becomes smoother and more efficient, and you’ll achieve a better outcome for both parties.

Happy leasing!