Many tenants will openly admit to my opinion they are poor negotiators. They will I could help. Is companies, retailers and tenants who think understand all of it that invariably won’t go homework. At my seminars, I teach tenants that good preparation is a wonderful alternative to popular brilliant negotiating…so do your homework. Here’s your assignment: Adopt a “Negotiate To Win” mindset. Many tenants get so focused entirely on not losing their shirt they just don’t even try to win. If the CBC television network asked me to look with their Venture program I agreed. A crew of four followed me around for half a day filming and interviewing me actually in operation. A majority of that footage stayed on the cutting room floor but one statement that made it to air was this “there is certainly not wrong with negotiating aggressively”. Tenants need to be aware that the landlord’s realtor or leasing representative is negotiating to win – and tenants can (and ought to) perform the same. I’ve actually had tenant clients discourage me from providing them with too good of an deal or it would spoil the landlord/tenant relationship. No wonder some tenants are paying an excessive amount rent in poor locations. You will not apologize for negotiating agressively in case you speak and act professionally. Find out what motivates the owner.