You're the landlord's leasing representative on a retail center. The anchor tenant you've courted for a year wants $85 per square foot in tenant improvements; ownership has capped you at $60. The tenant's broker says other landlords are offering more. How do you close this gap?

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Stay specific. One example, told well, beats three told fast. Make your decisions visible — what you chose between. End on what changed, for whom.

You're the landlord's leasing representative on a retail center. The anchor tenant you've courted for a year wants $85 per square foot in tenant improvements; ownership has capped you at $60. The tenant's broker says other landlords are offering more. How do you close this gap?

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