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What are the top 5 negotiation trends to watch in Corporate Real Estate?

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Negotiating in corporate real estate is a complex and dynamic process that requires a combination of skills, strategies, and tools. Whether you are a tenant, a landlord, a broker, or a consultant, you need to stay on top of the latest trends and best practices to achieve your goals and create value. In this article, we will explore five negotiation trends that are shaping the corporate real estate landscape and how you can leverage them to your advantage.

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1 Trend 1: Data-driven decision making

One of the most significant trends in corporate real estate negotiation is the increasing use of data and analytics to support decision making and optimize outcomes. Data can help you identify market trends, benchmark performance, evaluate options, and communicate value propositions. Data can also help you anticipate and address potential challenges, such as environmental, social, and governance (ESG) factors, regulatory changes, or geopolitical risks. To leverage data in your negotiations, you need to have access to reliable and relevant sources, use appropriate tools and methods to analyze and visualize data, and present data in a clear and persuasive way.

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2 Trend 2: Virtual and hybrid negotiation

Another trend that has been accelerated by the COVID-19 pandemic is the shift to virtual and hybrid negotiation modes. Virtual negotiation refers to conducting negotiations entirely online, using platforms such as Zoom, Teams, or Webex. Hybrid negotiation refers to combining online and offline elements, such as having some parties in the same room and others joining remotely. Virtual and hybrid negotiation offer some benefits, such as cost savings, time efficiency, and geographical flexibility. However, they also pose some challenges, such as technical issues, reduced rapport, and increased cognitive load. To succeed in virtual and hybrid negotiation, you need to adapt your communication style, use appropriate technology, and establish trust and rapport with your counterparts.

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Joe Santaularia

Relationships over Transactions | Connecting 3PL professionals (collaborative + entrepreneurial) into supply chain ecosystem for sustainable, long-term growth | Capacity solutions for warehouse occupants.
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Hybrid negoations play into my strengths/network. Meet with client first virtually, and find ways to connect them to solution providers in your network. Both in CRE & in Supply chain. Have quick 1on1's to diagnose issues and pass them to the best contact in within your network and help facilitate/guide client. When the issue becomes CRE, loop in your network partner and work the transaction together.

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3 Trend 3: Collaborative and integrative negotiation

A third trend that is gaining momentum in corporate real estate negotiation is the shift from competitive and distributive negotiation to collaborative and integrative negotiation. Competitive and distributive negotiation focus on maximizing one's own interests and dividing a fixed pie of resources. Collaborative and integrative negotiation focus on creating value and expanding the pie of resources by finding mutually beneficial solutions. Collaborative and integrative negotiation can lead to more sustainable and satisfying outcomes, as well as stronger relationships. To adopt a collaborative and integrative negotiation approach, you need to understand your own and your counterparts' interests, needs, and preferences, explore creative options, and make trade-offs and concessions.

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Joe Santaularia

Relationships over Transactions | Connecting 3PL professionals (collaborative + entrepreneurial) into supply chain ecosystem for sustainable, long-term growth | Capacity solutions for warehouse occupants.
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It is not about winning in transactions. It is about finding the middle where both sides are happy and have to give up a little. Comprimise.

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4 Trend 4: Negotiation training and coaching

A fourth trend that is becoming more prevalent in corporate real estate negotiation is the demand for negotiation training and coaching. Negotiation training and coaching can help you develop and enhance your negotiation skills, strategies, and tools, as well as provide feedback and guidance on your performance and improvement areas. Negotiation training and coaching can take various forms, such as workshops, courses, simulations, webinars, podcasts, or books. Negotiation training and coaching can also be tailored to your specific needs, goals, and challenges, as well as the corporate real estate context and market. To benefit from negotiation training and coaching, you need to be willing to learn, practice, and apply your negotiation knowledge and skills.

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5 Trend 5: Negotiation ethics and professionalism

A fifth trend that is becoming more important in corporate real estate negotiation is the emphasis on negotiation ethics and professionalism. Negotiation ethics and professionalism refer to the standards and principles that guide your negotiation behavior and actions, as well as the expectations and norms that govern your negotiation interactions and relationships. Negotiation ethics and professionalism can affect your reputation, credibility, and trustworthiness, as well as the quality and outcome of your negotiations. To uphold negotiation ethics and professionalism, you need to be honest, respectful, fair, and accountable, as well as comply with the relevant laws, regulations, and codes of conduct.

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Allyn Lean

Entrepreneurial Chief Executive Officer / President
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As a category of discussion the subject matter is probably one of the most important elements in a successful negotiation. How do we arrive at a point that suggests your abilities include a communication style that is straightforward and honest? It is extremely simple….treat others with respect and be empathetic to the opposing sides perspective and needs from the transaction. Not only do you have objectives but so do your counterparts which requires being sensitive to understanding via attentive listening skills and utilizing reasoned questions to be able to define an insight to their needs and wants to create a level of compromise to conclude a win-win conclusion incorporating a sense of empathy for the opposing interest.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the top 5 negotiation trends to watch in Corporate Real Estate?

1

2

3

4

5

6

1 Trend 1: Data-driven decision making

2 Trend 2: Virtual and hybrid negotiation

3 Trend 3: Collaborative and integrative negotiation

4 Trend 4: Negotiation training and coaching

5 Trend 5: Negotiation ethics and professionalism

6 Here’s what else to consider

Corporate Real Estate

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What are the top 5 negotiation trends to watch in Corporate Real Estate?

1

2

3

4

5

6

1 Trend 1: Data-driven decision making

2 Trend 2: Virtual and hybrid negotiation

3 Trend 3: Collaborative and integrative negotiation

4 Trend 4: Negotiation training and coaching

5 Trend 5: Negotiation ethics and professionalism

6 Here’s what else to consider

Corporate Real Estate

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