How to Get What You Want in a Lease Negotiation

In most negotiations, it is rare for someone to get what they want without having asked for it first. If a tenant asks for a particular term or concession during a lease negotiation, the tenant will undoubtedly gain more than they started with.

Even if the tenant does not acquire exactly what they desired, often a “no” to one term means the Landlord will be more likely to concede to another. I always say it’s better to ask for everything you could possibly want in the beginning, and then stand firm on the points that are most important to you as the negotiation progresses.

You certainly won’t get anything further if you don’t ask. 

However, in many cases, it isn’t easy for the tenant to even know what terms they can ask for, or perhaps what questions to ask. A good broker that represents his/her client’s best interests knows what to ask for and how to get it.

For example, I had a client who was outgrowing his space but was still 2 years out from his lease expiration. He just assumed he was stuck until his current lease expiration and he would only then be able to get the right amount space for his business. He never thought to ask a real estate broker about his situation. Just because you have a lease does not mean that nothing can be done to change it.

We like to have your business drive your real estate needs and not the other way around.

Contrary to what some people believe, it is more than possible to negotiate with a landlord and ask them to put your company in a new space in that building or another building they own, or to restructure your existing lease with a change in terms.

There are also buyout options to explore. Had my client not spoken with me, he would have been stuck in a space that did not fit his needs.

No matter what situation or issue your company is dealing with, it is highly recommended and encouraged to ask your trusted advisors for good referrals for who they recommend to help you.

Always ask your trusted advisors; real estate brokers, attorneys, bankers, or CPAs to help you get the information and knowledge you need to ask the right questions.