Keep Negotiation Requests Realistic

You may have a “wish list” for items you would like to include in your lease with a prospective tenant, but be careful not to overdo it. Making blatantly unfair requests during negotiations can offend tenants or give them the impression that you won’t be realistic with them if an issue arises once the lease begins. Plus, big box tenants or those with a lot of bargaining power are more likely to balk at requests for things that are too owner friendly, but continue negotiations knowing they will get a deal they can live with. Unfair requests from you are a time waster for everyone involved.

And asking for items that are blatantly unfair from smaller tenants, like mom-and-pop stores or new businesses, can hurt you as well. These types of businesses might walk away from a lease that’s one-sided if they feel pressured to either take a bad deal or not get the space. Unrealistic requests might not kill a deal with large or powerful tenants that will simply push back and not feel pressured—despite unnecessarily lengthy negotiations, but your negotiating credibility could be damaged nonetheless with any tenant.