Category Archives: Negotiating

Appreciating the Underappreciated

Every employer has lost a great employee that takes it by surprise. The employee never complained and over the years seemed to be perfectly happy with his arrangement.  In the exit interview, however, the boss finds out that the employee … Continue reading

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What Now? Dealing with a New Landlord

In our last blog posting, we talked about different kinds of property buyers and how tenants may be able to use a pending sale as leverage to secure favorable lease deals. Well, what happens to a new or existing tenant’s … Continue reading

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Sliding Tile Games and Real Estate Deals

We have all played that tile game where there is one empty space on the board and you need to slide all the tiles around the board to create a picture or desired sequence.  It’s a very difficult game due … Continue reading

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It’s Hard to Promise Everyone Everything

Imagine you are a major law firm with a large litigation department.  Your biggest practice is products liability defense.  You represent drug manufacturers, cigarette manufacturers and medical device manufacturers in mass tort claims. It’s a lucrative practice but you decide … Continue reading

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Negotiating Leverage is Dictated by Alternatives: Yours and Theirs

You are in the jungle and are suddenly bitten by a poisonous snake.  You will not survive unless you receive an antidote within one hour.  You panic until you are assured that a local businessman, Joe, has the antidote.  When … Continue reading

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Conflict? What Conflict?

We just received a Request for Proposal (“RFP”) from a tenant in anticipation of its upcoming lease transaction.  Like almost every RFP we receive, this one had several questions that focused on potential conflicts of interest.  Understandably, the company wanted … Continue reading

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Who is the Real Winner in the City’s new AVI Real Estate Tax Program: Landlords or Tenants?

Under the City’s new Actual Value Initiative real estate tax program (AVI), there are going to be many winners and losers.  Properties are going to be re-assessed based on their actual market value, as opposed to historical values which have … Continue reading

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The Day of Reckoning is Coming; and Tenants Should Take Advantage

Over the next several years it is estimated that over $1.5 Trillion of Commercial Mortgage Backed Securities (CMBS) will be maturing (almost $100 billion by the end of 2013 alone).  In many cases, these loans have already been extended by … Continue reading

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Sales Quotas and Real Estate Brokerage Don’t Mix

It is not surprising that most large, national brokerage firms have quarterly and annual sales goals. Public firms need to grow revenues in order to grow share price and make the analysts and their investors happy.  When brokerage firms have … Continue reading

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The Lost Art of Negotiation

A very wise mentor of mine once told me that when a seemingly smart and rational person takes a seemingly irrational position in a negotiation, it can be explained in one of two ways: either the person is not as … Continue reading

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