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  • November 1996 (Revised July 1997)
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Alexander Plaza

By: Arthur I Segel and William J. Poorvu
  • Format:Print
  • | Language:English
  • | Pages:22
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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, November 1996. (Revised July 1997.)
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About The Authors

Arthur I Segel

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William J. Poorvu

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More from the Authors
  • Balancing Returns and Responsibilities at Raya Partners By: Arthur Segel, Ephraim Mernick, Derek C. M. van Bever and Olivia Barba
  • Southern California Industrial: Freezer Drive By: Arthur I Segel, Dwight Angelini and W. Matt Kelly
  • Expanding the Bicester Collection to New York By: Boris Vallee, Kirby Brand, Kristina Brown, Julie McCrimlisk, Chloe Sztabnik and Arthur Segel
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