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Another bargaining chip you may bring to the table is a willingness to make improvements to your space yourself. The landlord will expect to make certain improvements to the space before you move in. If you are willing to move into the space as is, to make the TIs (“tenant improvements”) yourself, you can trade the cost of the improvements for rent-free time or a reduction in your monthly rent. Conversely, if you don’t have a contractor’s resources, if you want the landlord to help you make the space ready to do business, you may have to begin paying full rent immediately. Or you and your landlord may be able to find some specific middle ground.

The art involved in playing the tradeoff game is that the landlord typically won’t tell you up front how much he has budgeted to make improvements. Negotiation becomes a little like playing poker without knowing how many chips you have in front of you. Go ahead and guess a little (but not outrageously) high. Your landlord will have no problem telling you if you are unrealistic.