Abstract
In May 1996, Henry Bower, an asset manager for a real estate adviser, Medcem, has to negotiate the details of a lease after signing a letter of intent with a high technology company, Defentek, Inc. Defentek, Inc. is a fast-growing company with limited net worth that is dependent on the government as a government contractor. Defentek, Inc. would be taking a large block of space in a recently acquired Class A suburban office building outside of Washington, D.C., which has had a history of problem tenants in a problem market that is now somewhat improving. Henry must determine a negotiating strategy and take a position on the various issues raised by the tenant and the tenant's lawyer.
Keywords: Negotiation Tactics;
Negotiation Preparation;
Agreements and Arrangements;
Risk and Uncertainty;
Real Estate Industry;
Financial Services Industry;
District of Columbia;
Citation:
Segel, Arthur I., and William J. Poorvu. "Alexander Plaza." Harvard Business School Case 897-066, July 1997. (Revised from original November 1996 version.)