Negotiations 101

YOU’RE BEING BLUFFED IN YOUR LEASE NEGOTIATIONS AND IN POKER

YOU’RE BEING BLUFFED IN YOUR LEASE NEGOTIATIONS AND IN POKER This strategy applies as much to negotiations as it does to playing poker. In every deal there comes a time when you just do not have the needed leverage, although you feel confident you could overpower the opponent and win anyway. Other times you may feel you are being pushed around—or, bluffed—by the other side of table. There are many times in Commercial Real Estate leasing where the landlord tells the tenant they have another tenant who is negotiating for the space. On a renewal, they may say there is a tenant who wants to take...

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EFFECT OF A BAD COMMERCIAL REAL ESTATE LEASE

EFFECT OF A BAD COMMERCIAL REAL ESTATE LEASE Commercial Tenants must continually ask themselves: “What actions do I need to take to improve my leased facilities?” Executives must dedicate time and effort to do this analysis, and must include both the financial and functional aspects. I know, this may distract key individuals within the company from the day-to-day operations. However, the benefits will far outweigh the time investment.  Tenants in a commercial real estate lease cannot settle for average. An average lease can quickly turn disadvantageous when you do not exercise the proper...

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No option but a lease renewal? Have you thought about your BANTA?

BATNA is a term coined by Roger Fisher and William Ury in their 1981 bestseller, Getting to Yes: Negotiating Without Giving In. It stands for "Best  ALTERNATIVE TO  a negotiated agreement. BATNA is not interested in the objectives of a negotiation, but rather to determine the course of action if an agreement is not reached within a certain time frame. As a gauge against which an agreement is measured, it prohibits a negotiator from accepting an unfavorable agreement or one that is not in their best interests because it provides a better option outside the negotiation. Since BATNA is the alternative...

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Are you ready to negotiate?

When it comes down to the bottom-line of making deals, possessing great talent, dedication, education, and an enduring work ethic can only take you so far. The most powerful people in society have the ability to negotiate at the highest level. Striking deals and getting to ‘yes’ is second nature to them. It seems they were born to influence others to their way of thinking. High-level negotiators do not see the grind of the negotiation. They see the art of the deal. They see the opportunity to be creative in the midst of a strategy. They know how to embrace and resolve problems, read...

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30 Minutue Advanced Negotiation Webinar – December 12th at 2:00 PM

Forrest Blake will conduct the webinar and has negotiated billions of dollars in deals in one of the biggest stages in the international economy – Commercial Real Estate.  He negotiates domestic and international leases and building acquisitions for companies on the Fortune 500 list to Los Angeles based professional services firms. The webinar will focus on the following: BATNA - Best Alternative To a Negotiated Agreement Power of Information Driving Forces Predictably Inventory Personalities How to Bluff, and Know When You're Being Bluffed Forrest Blake...

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Rich Landlord Poor Tenant – by Forrest Blake

Rich Landlord . . . Poor Tenant was written by Forrest Blake to provide tenants rarely revealed information about how to effectively create leverage with landlords. After reading this book, and key decision makers who deal with the landlord and their agents will understand the components that go into a landlord's decision to increase or decrease rent. Also, the book clearly exposes the tricks used to give upfront lease concessions and then take them away through clever lease provisions which grant the landlord the right to increase operating expenses, parking charges, load factor, and even square...

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Leveraged Commercial Lease Negotiations

By: Forrest Blake Commercial leasing transaction success is not about doing deals, it is about working deals. Doing is a passive action of processing paperwork that almost always leaves good money on the table. Working a commercial real estate deal means digging in for a good fight that demands your total attention to get your best value. From today forward, I want you to approach every deal with a full commitment to create a comprehensive plan—one that constantly looks for leverage and strategy to satisfy your needs and get the deal done (the way you want). I measure a successful transaction...

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Negotiations in Life and Commercial Real Estate

By Forrest Blake The rules to success have always focused on possessing great talent, dedication, education, and of course an enduring work ethic.  That is important, but the leaders are the people who not only are competent, but also have the ability to negotiate at the highest level.  We are negotiating every day with clients, bankers, vendors, supplies and even once every five years with our landlord. The day of a Qualified Tenant Rep consists of dealing with commercial real estate listing brokers and their landlords to negotiate the best office leasing transaction for my tenants. Opposition...

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