Skip to Main Content
HBS Home
  • About
  • Academic Programs
  • Alumni
  • Faculty & Research
  • Baker Library
  • Giving
  • Harvard Business Review
  • Initiatives
  • News
  • Recruit
  • Map / Directions
Faculty & Research
  • Faculty
  • Research
  • Featured Topics
  • Academic Units
  • …→
  • Harvard Business School→
  • Faculty & Research→
Publications
Publications
  • November 1996 (Revised July 1997)
  • Case
  • HBS Case Collection

Alexander Plaza

By: Arthur I Segel and William J. Poorvu
  • Format:Print
  • | Language:English
  • | Pages:22
ShareBar

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.)
  • Educators
  • Purchase

About The Authors

Arthur I Segel

Finance
→More Publications

William J. Poorvu

→More Publications

More from the Authors

    • December 2022
    • Faculty Research

    Technical Note on ESG and Impact Investing in Real Estate

    By: Arthur I. Segel, Dwight Angelini, Matt Kelly, Elisha Baker and Miguel Goncalves
    • November 2022
    • Faculty Research

    Liberty Square and the Affordable Housing Crisis

    By: Arthur I. Segel, Dwight Angelini, Luccas Borges, David Cameron and Matt Kelly
    • August 2021
    • Faculty Research

    Patrimonio Hoy

    By: Arthur I Segel and Michael Chu
More from the Authors
  • Technical Note on ESG and Impact Investing in Real Estate By: Arthur I. Segel, Dwight Angelini, Matt Kelly, Elisha Baker and Miguel Goncalves
  • Liberty Square and the Affordable Housing Crisis By: Arthur I. Segel, Dwight Angelini, Luccas Borges, David Cameron and Matt Kelly
  • Patrimonio Hoy By: Arthur I Segel and Michael Chu
ǁ
Campus Map
Harvard Business School
Soldiers Field
Boston, MA 02163
→Map & Directions
→More Contact Information
  • Make a Gift
  • Site Map
  • Jobs
  • Harvard University
  • Trademarks
  • Policies
  • Accessibility
  • Digital Accessibility
Copyright © President & Fellows of Harvard College