Here's how you can creatively negotiate deals in Corporate Real Estate.

In my experience, the biggest thing people miss about value is that it is different for everyone. In a simple form that means when selling a property the goal is to find the (legitimate/credible) outlier to whom it is worth more than it is worth to the rest of the market. Beyond that, though, most people see negotiations as zero sum games where a plus for one side is a minus for the other. That may be true for many deal points, but I have found that it is rare to have a negotiation in which there is not at least one arbitrage point: something that is worth little to nothing to one party that is worth substantially more to the other party. Finding the arbitrage point(s) in deals is one of the best ways to bridge deal gaps.

Unlocking value in corporate real estate negotiations through creative deal structuring can lead to win-win outcomes for all parties involved

Recognize what you don't value in the real estate transaction as well as what you do. Concede strategically on your non-value items in order to earn goodwill from the other party and leverage on critical matters.

Through your experience and track record you lend credibility to the project. Someone who has done real estate development for over 30 years comes to the table with the expertise and knowledge and backed financials there is no stopping it!

My point of view: - Real estate is a production tool (goods or profitability) for firms, - Find the type purposes that can be assigned to it, - Find the buyer linked to those purposes, - Understand their business segments and their needs, - Capture the value they place on this property, - Identify the price they will be willing to put on the table to acquire it, - Approach the prospects starting with the one who would be ready to put the highest value. QED!

Price isn't everything in commercial real estate! Look beyond the sticker tag. Consider location, appreciation potential, and how it aligns with your company's goals. This knowledge is your negotiating power. Spot hidden value the seller might miss and secure a deal based on a property's future worth, not just its current price.

The value proposition for a Corporate End User, Occupier, or Owner-user changes over time. Industrial assets designed for revenue generation have value when the production delivers revenues within projections, sales targets and cost structures. That is when the highest and best use are as intended. Equilibrium of productive use value and property value. When the markets/location/economy shift, balance shifts as well and the operation no longer supports the property value. Setting expectations for value in Corporate transactions is a constant imperative. Sale pricing is a snapshot, in-use value is a movie. Quarterly valuation guidance, market updates, and mark-to-market exercises deliver value insight for C-Suite/Ownership decisions.

Think Long-Term: Look beyond immediate gains. Structuring deals that offer long-term benefits can be more appealing and sustainable. For instance, offering phased development options or future expansion clauses.

It's always good to approach property assets, in particular those used for operational purposes, as what they actually are which is a Real Estate Asset. EG. Is a car park only ever a car park, could It's current use be yielded better, etc.... Adopting this approach helped the Team at NCP generate hundreds of millions.

Data is your secret weapon in CRE! Research market trends, property values & forecasts before negotiations. Knowing your numbers strengthens your position & shows you're a prepared pro. Negotiations = data-driven confidence!

Com certeza os dados permitem que você tome decisões com base em fatos concretos, reduzindo riscos e aumentando a eficácia das estratégias permitindo adaptações benéficas na negociação. Os argumentos baseados em dados fortalecem sua posição durante negociações. Quando você apresenta informações sólidas, demonstra profissionalismo e expertise.

True, but also ensure you're totally across all aspects of the deal, including having gamed out alternative situations. Knowing the details of what the legal options are is also vital, having a good lawyer on board too.

il est certain, un professionnel de l'immobilier doit obligatoirement s'appuyer sur la data disponible pour étudier tout projet mais surtout pour valoriser sa position de professionnel

In Corporate Real Estate negotiations, understand both parties' needs, propose flexible terms, and explore non-traditional options for win-win solutions. Effective communication and tailored approaches are essential for success.

Being able to adapt to the development and land. Staying flexible with a concept and plan lets the project survive the planning and approval processes and any changes to codes or city regulations ask of you.

Be a deal-making ninja in negotiations! Don't get stuck on one outcome. Offer creative solutions: longer lease for lower rent, revenue-sharing for financing issues. Flexibility unlocks win-win situations that rigid negotiators miss.

A flexibilidade é uma ferramenta poderosa para alcançar acordos positivos. Ser flexível permite que você se adapte a novas circunstâncias. Além do aluguel, considere outros benefícios que podem ser oferecidos, como melhorias no espaço, serviços adicionais ou flexibilidade em termos de uso. É sempre muito importante a comunicação de forma transparente desde o início e antes de entrar em negociações, conheça o mercado, os valores de aluguel comparáveis e as tendências.

Having alternative solutions can be a fantastic way to turn a bed deal into a better one. For instance perhaps changing lease terms from a market level review to something like a revenue based one, or one where RPI increases are factored into the deal, etc...

Here is a global approach: - Identify the deal breaking points for each stakeholder, - Identify the important points for each stakeholder, - The rest of the points are bargaining chips, - The bargaining chips are helpful in finding win-win deals when deal breaking points are neutralized but the battle is ongoing about the important points, - The Graal is make bargaining chips and important points of each stakeholder match with those of the other stakeholder. But the cursor can be elsewhere as long as it allows a win-win deal to be concluded properly. QED!

Timing is everything. A lot of people talk about development, but have never done it. Don’t own the land. Don’t have finance behind them and they are hoping by “talking” something happens like a billion dollars will just fall out of the sky on their head - PLEASE. Timing is essential it allows you to identify, close, assemble, permit , build market and execute your development.

RELATIONSHIPS ARE EVERYTHING IN REAL ESTATE DEVELOPMENT. A lot of retailers or hospital operators, etc…. can go with any builder-developer. The fact that you have a strong business relationship, and track record with the end user gives you the ability to bid the project first because you’re their go to Developer “Preferred Developer” . Only Happens from nurturing a relationship over many years for the purpose of doing continuous BUSINESS.

Prendre le temps de bâtir des relations d'affaires solides avec toute la sphère immobilière est un élément que beaucoup de conseiller ou autres agents oublient malheureusement. Une relation d'affaire solide peut apporter bien plus qu'une seule affaire.

Crafting creative clauses can aid in negotiations and demonstrate flexibility and goodwill from both parties. When negotiating, various interests come into play, but it's crucial to consider the effects and costs of non-standard clauses on back-end transaction costs. Private contracts can and should be less rigid, allowing for interests to be discussed and aligned according to the parties' expectations rather than treated as a one-size-fits-all solution

Minha sugestão é que além do aluguel, considere outros benefícios que podem ser oferecidos, como melhorias no espaço, serviços adicionais ou flexibilidade em termos de uso. Isso abre margem para uma negociação mutuamente benéfica.

On the larger corporate deals having your complete team in place whether selling or purchasing is key with clear communication lines so nothing is overlooked having a clear heads of terms and timelines and having initial face to face meetings including the legal teams to try to identify and sticking points early.

Bei "Kreativität" im Zusammenhang mit Immobiliendeals denke ich erstmal an so wunderbare wie berüchtigte Exposé-Slogans wie "Ein Traum für Hobby-Handwerker" (=Ruine) oder "Ganzjährig angenehm schattige Lage" (=dunkles Loch). Man sollte schon dicht bei den Tatsachen bleiben, allerdings sind gute Illustrationen insbesondere bei Bauvorhaben natürlich hilfreich. Ein Bild des Soll-Zustands in Farbe mit (nicht zu unrealistisch) freundlicher Umgebung wird eher Verkaufen, als nur Bauzeichnungen. Bei Bestandsgebäuden sollte man vor den Fotos mindestens aufräumen/saubermachen und auf ein paar Sonnenstrahlen warten. Aus Bankensicht rate ich von allzu kreativen Ansätzen eher ab. Visionen sind erlaubt, die Erfüllbarkeit sollte aber greifbar sein.