ARE YOU AFRAID TO NEGOTIATE?

Are you afraid to negotiate? In other cultures, the spirited marketplace is where children from a young age learn to buy. They watch as Mom or Dad hondle for goods as they hem and haw over a purchase as though their life savings depended on it, and make the poor merchant plead that his kids will soon starve before finally agreeing to pay the price.

By contrast, most Americans just hate to negotiate anything. Don’t get me wrong, we love a bargain. Kids will stand on line around the block to get the latest IPhone or bargains on Black Friday. Dads will research the auto blue book dealer value of a car down to the leather seat belts, and Mom’s “TSV” on QVC but to really negotiate— now that is something else entirely. Not only is it a skill that we Americans don’t have, it is something that we find a bit distasteful.

It should therefore come as little surprise that most office tenant business owners hate to negotiate a lease. As a matter of fact, most will wait until the very last minute to even begin a conversation with their Landlord or explore alternatives. Very few, in my experience, take the initiative to begin the discussion. As a negotiator of 40 years now, my goal when meeting new clients is to try to demystify the process.

The lease negotiation process is really rather straight forward, however, the key to any successful negotiation is to start with your objectives in mind. What are your “must have” items and which items are you willing to negotiate? The art of the deal, in this case, is to understand the objectives of the Landlord or Seller of property when you present your terms.

To learn what you need to know about how to negotiate in business, please click on the link below to read it on my BLOG.

http://dicksteinrealestate.com/are-you-afraid-to-negotiate/