How can you identify a landlord's objectives during lease negotiations?
Lease negotiations are a crucial part of corporate real estate strategy, as they can affect your occupancy costs, operational flexibility, and workplace quality. However, to achieve the best outcomes, you need to understand not only your own objectives, but also those of your landlord. In this article, we will share some tips on how to identify a landlord's objectives during lease negotiations, and how to use them to your advantage.
The first step to identify a landlord's objectives is to know what type of landlord you are dealing with. Different types of landlords may have different motivations, expectations, and constraints. For example, a private owner may be more flexible and willing to negotiate than a large institutional investor, who may have stricter financial targets and reporting requirements. A local landlord may have more knowledge and influence in the market than a foreign or absentee landlord, who may rely on third-party agents or managers. A new or inexperienced landlord may be more open to learning and collaborating than an established or savvy landlord, who may have more confidence and leverage.
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Es ist wichtig, gleich beim ersten telefonischen oder persönlichen Kontakt herauszufinden, mit welchem Vermietertyp ich gerade spreche. Dem Unerfahrenen oder mit dem empathischen Vermietertyp. Durch gezieltes Fragen versuche ich zu eruieren, welchen Vermietungstyp ich vor mir habe. Ob er mehr der Investor-, an- oder abwesender Vermietertyp ist oder sein will.
The second step to identify a landlord's objectives is to research your landlord's portfolio. This can help you gain insights into their financial situation, market position, and future plans. For example, you can look at their occupancy rates, rent levels, tenant mix, lease terms, and capital expenditures to see how well they are performing and how competitive they are in the market. You can also look at their acquisition and disposition history, development pipeline, and renovation projects to see what their short-term and long-term goals are. By understanding your landlord's portfolio, you can identify their strengths and weaknesses, and their opportunities and threats.
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Im Verlauf des Gesprächs versuche ich herauszufinden, wie sich der Vermieter zum Mietermix positioniert. Respektive ist sein Ziel, empathisch und an gute zahlende Mieter zu vermieten oder nicht. Schätzt er es, wenn längerfristige Mietverträge abgeschlossen werden, oder eher nicht. Wo stehen seine Liegenschaften oder will er sich im Markt, als Investor und Vermieter, neu orientieren und positionieren.
The third step to identify a landlord's objectives is to communicate with your landlord. This can help you build rapport, trust, and understanding with your landlord, and also uncover their hidden or unstated objectives. For example, you can ask open-ended questions, listen actively, and provide feedback to your landlord to elicit their needs, wants, and concerns. You can also share your own objectives, challenges, and expectations with your landlord to create a common ground and a win-win scenario. By communicating with your landlord, you can discover their interests and priorities, and their preferences and constraints.
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Ich kommuniziere mit dem Vermieter, mittels verschiedener Kanäle. Er kann mich auf verschiedenste Art und Weise, egal wo er sich auf der Welt befindet, erreichen. Ich versuche mittels Fragestellungen und Antworten seine Wünsche herauszukristallisieren und nenne ihm meine Vorstellungen über eine gemeinsame Zusammenarbeit. So kann ich schnell herausfinden, ob eine gute Basis vorhanden ist und darauf aufbauen.
The fourth step to identify a landlord's objectives is to analyze your landlord's proposals. This can help you evaluate their offers, counteroffers, and concessions, and also infer their underlying objectives. For example, you can compare their proposals with the market benchmarks, your own alternatives, and your negotiation criteria to see how reasonable and attractive they are. You can also look for patterns, trends, and gaps in their proposals to see what they are emphasizing and de-emphasizing, and what they are willing and unwilling to compromise. By analyzing your landlord's proposals, you can determine their value and risk, and their flexibility and urgency.
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Bei dem persönlichen Treffen mit einem Kunden analysiere ich seine Vorschläge. Gleiche sie mit meinen Angeboten ab und bewerte die Zugeständnisse, um gemeinsam die Ziele zu erreichen. Betrachte die Attraktivitäten meiner Angebote, um zu analysieren, ob ich Trends genug gewichte. Lücken in meinen Angeboten schliesse und Kompromisse, im richtigen kalkulierten Risiko, eingehe.
The fifth step to identify a landlord's objectives is to test your landlord's objectives. This can help you verify their validity, reliability, and consistency, and also challenge their assumptions and expectations. For example, you can ask probing questions, request evidence, and propose scenarios to your landlord to confirm their objectives and to explore their implications. You can also make conditional offers, suggest trade-offs, and seek clarifications to your landlord to negotiate their objectives and to find creative solutions. By testing your landlord's objectives, you can validate their authenticity and feasibility, and their alignment and compatibility with yours.
The sixth and final step to identify a landlord's objectives is to adjust your negotiation strategy. This can help you leverage your strengths, exploit their weaknesses, and create value for both parties. For example, you can tailor your communication style, bargaining tactics, and relationship management to your landlord's personality, behavior, and culture. You can also adapt your value proposition, negotiation range, and concession plan to your landlord's situation, position, and plan. By adjusting your negotiation strategy, you can enhance your influence, improve your outcomes, and strengthen your partnership with your landlord.
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