COMMERCIAL-REAL-ESTATE5 MIN READ
Counteroffer Without Losing The ZOPA
Use BATNA and ZOPA to frame a package counteroffer instead of reacting to a single anchor.
Counter pressure The tenant anchored low, the landlord has vacancy burn, and both sides have alternatives. A reactive counter can push the deal out of range or give up value without a trade. Negotiation discipline BATNA -> ZOPA -> Package Know your alternative, estimate the possible range, then counter with value trades. Shortcut Fight rent with rent. A counter the tenant can choose from. Counter the whole package, not the most annoying number. 01 Assess anchor 02 Find trades 03 Send package Step 1 The tenant opens at $31/SF.
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