As a Toronto tenant rep I have put together the best strategies and tactics that I have learned over the last 40 years in the office leasing business. I started filling up buildings for landlords. I know how they work and in particular how they have set up the tenant to lose.
I play chess and one of the things I learned from chess is that although there are key principles to follow when opening a game of chess, most of my opponents do not use them.
I suspect they are not aware of these powerful techniques.
Some are excellent tactical players but lack of a key opening strategy sets them up to fail. Once the opening moves are completed properly, a player who is not so good (me) can win many games.
The chess board is set up to penalize those who do not follow basic principles. They run into situations where they lose pieces, get checked, and in the end get checkmated and lose when they could have done much better..
In office leasing, it is the same thing. It is not sufficient to be a good negotiator. There are basics to follow to get the best results. Landlords, their agents and their lawyers have both a strategic plan and some pretty tricky tactics as well.
They know how to set up the leasing chess board so they have the advantage. They also know all the leasing insider tricks and tactics and terminology that you probably don't know.
In chess, "pigs on the seventh" is a term for rooks that eat up all the pawns on the seventh rank and even checkmate the opponent. It's a very bad position for those players on the receiving end and they seldom recover.
Don't let the landlord get the equivalent of "pigs on the seventh" in your lease talks.
Tenant representation can help you win in your lease negotiations.
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