The next step is to prepare the counter proposals for the buildings on the shortlist. This is the point in which the broker begins to drive the deals towards the endgame. The goal is to exceed the company’s financial goals and leave nothing on the table. Quite often, the proposals and counter-proposals between the broker and the landlords go back and forth a few times to get the landlords to their bottom line. This is all part of the negotiating process. The results of each building’s negotiations are used against the other landlords, all in the effort to drive the landlords down to their bottom line. When the landlord says “I have to let you go to the other building, I can’t go any lower”, you know that you’ve gotten to their bottom line.
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Negotiating the Deal 5.
July 7, 2017
Ross Selinger