Effectively negotiating a lease or lease renewal is perhaps the very best way to create value for the owner of a commercial property.

By learning to negotiate (and how to respond to your counterpart’s negotiation tactics), you CAN often get what you want. In many cases, your negotiating counterpart can get what he/she wants too. This outcome – called WIN/WIN – is an outcome that not only leaves both parties feeling like the negotiation was a success, but it also encourages the parties to do business again. However, a WIN/WIN outcome is not always either possible or desired. Sometimes, the negotiator desires to maximize his/her outcome at the expense of the other party (referred to as WIN/lose). Either way, there are basic negotiation tactics that, when practiced and refined, can help YOU achieve the outcome you desire.

Even though a commercial lease might be dozens of pages long, only certain lease clauses are commonly negotiated. Knowing what those clauses are – and how to protect the owner’s interests when your counterpart requests changes to them – is a powerful way to prepare for a lease negotiation.

Join us for this webinar to gain a better understanding of basic lease negotiation principles and an understanding of those lease provisions that are typically subject to negotiation.

Seminar Objectives
  • Understand basic lease negotiation models.
  • Evaluate the various lease negotiation outcomes – WIN/WIN, WIN/lose, lose/lose – and when these outcomes might be desired.
  • Define the four steps in the negotiation process and their role in creating a successful outcome.
  • Discuss how to negotiate concessions, including: Give and take; Major vs. minor concessions; The value of a concession to each party, and; When to accept or reject concessions.
  • Differentiate between gross leases, net leases, and hybrid leases.
  • Recognize the most common lease terms that are subject to negotiation.
Seminar Information
Date Presented:
September 16, 2014 2:00 PM Eastern
1 hour, 45 minutes
You CAN Always Get What You Want: The Basics of Lease Negotiation

P. Marc Fischer, BOMA Fellow, CCIM, CPM®, RPA, LEED Green Associate, Senior Vice President, Cassidy Turley

Marc is a senior leader responsible for managing, leading, and developing property management associates in order to enable them to deliver consistent, exceptional performance to the firm’s Clients and their tenants. He is also responsible for optimizing operational efficiencies throughout the Cassidy Turley portfolio, ensuring consistent and incomparable service delivery, and encouraging service standardization across regions, portfolio, and service lines.
Prior to joining Cassidy Turley, Marc spent more than 22 years with Transwestern, starting as an assistant property manager and advancing to Senior Vice President with operational responsibility across most of the Mid-Atlantic region.
Marc was selected by BOMA International as an inaugural member of the BOMA Fellows Program in 2012. Marc holds a BBA in management and an MBA in management and organizational behavior, both from Loyola University Maryland.

Individual topic purchase: Selected
BOMI International
Continuing Professional Development Credit: 1.75
BOMA Member Price:$39.00
Non-Member Price:$69.00