REIT-MANAGEMENT5 MIN READ
Negotiate the renewal around interests, not panic
Use BATNA and tradeable terms to respond to a tenant renewal threat.
Sam SK Tenant real estate director B BATNA I Interests T Trades Renewal call 20 sec The threat Sam says the tenant has two cheaper sites and needs a major rent reduction to stay. A panicked concession teaches the tenant that threats set the price. 24% center traffic from anchor $3.7M estimated re-tenanting cost
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