Negotiation of a Commercial Lease


The Program on Negotiation

An unscripted video showing two different pairs of real estate professionals negotiating the terms of a commercial lease


NOTE: The master for this video was created in the early 1980s. As a result, while the video is quite usable, the audiovisual quality is not ideal.

Based on the PON role simulation Discount Marketplace and Hawkins Development, this unscripted and unrehearsed video shows the dramatically different negotiating styles of two pairs of real estate professionals. Within each pair, one negotiator assumes the role of a shopping center developer, and the other takes the role of a prospective anchor tenant – a leading national reatailer called Discount Marketplace. The two negotiators are tasked with resolving disputed language in the “use, assignment, and subletting” clause of the potential lease.

Because the video is designed to demonstrate different ways to open a negotiation, each negotiating pair is filmed for only the first few minutes of their negotiation. Even in those few minutes, however, it becomes evident that the two negotiations are on dramatically different tracks. The negotiating pairs may be evaluated and compared on several levels, including their comments and questions, their tone, their body language, and the negotiating relationship that they have begun to establish with one another. Viewers of the two pairs often interpret “how the negotiators are doing” very differently, and a viewing can set the stage for a lively debate around negotiation openings.

This video may be used together with or separately from the Discount Marketplace role simulation. Some instructors ask their students to negotiate the role simulation first, and then watch the videotaped negotiators for comparison; the reverse is also an option.


Negotiation of a Commercial Lease Attributes

Time required:
Less than 30 minutes
Teaching Notes Available:
Run Time:
9 minutes, 56 seconds
Teaching notes available:
Produced by:

PON Teaching Negotiation Resource Center

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Soft copy vs. hard copy

You may order this role simulation in either soft copy (electronic) or hard copy (paper) format. If you select the soft copy option, you will receive an e-mail with a URL (website address) from which you may download an electronic file in Adobe Acrobat PDF format. You will have one week to download your materials from when you receive the email. You are then only authorized to use, print, or share the materials as many times as the number of copies you purchase. The TNRC charges for use of this simulation on a per-participant basis. Therefore, you must purchase a separate copy of this simulation for each person who will be participating, regardless of the number of roles in the simulation. You will only receive a link to one electronic file, which includes all general instructions, confidential instructions, and any teaching notes for the simulation. You should separate out the instructions before distributing to participants.

If you select the hard copy option, you will receive paper copies of this role simulation via the shipping method you select.

For additional information about the soft copy option, please visit our FAQ section, or contact the PON Teaching Negotiation Resource Center at or 800-258-4406 (within the U.S.) or 301-528-2676 (outside the U.S.).

Please note: At the present time, Teaching Negotiation Resource Center soft copies are compatible with the following versions of the Adobe Acrobat Reader: English, German, French, Spanish, Swedish, Portuguese, Japanese, and Korean. If you have a different version of the Acrobat Reader, you may wish to download one of these at, or contact the PON Teaching Negotiation Resource Center at, 800-258-4406 (within the U.S.), or 301-528-2676 (outside the U.S.) for further assistance. This restriction does not apply to the freely available Teacher’s Package Review Copies.

Ordering a single copy for review

If you wish to review the materials for a particular role simulation to decide whether you’d like to use it, a PDF, or soft copy, version of the Teacher’s Package for the simulation is available as a free download from the description page of most role simulations and case studies. All Teacher’s Packages include copies of all participant materials. In addition, some Teacher’s Packages (but not all) include additional teaching materials such as teaching notes or overhead masters.

Ordering copies for multiple participants

To order multiple copies of a role simulation for use in a course or workshop, simply enter the total number of participants in the box next to “Quantity.” There is no need to calculate how many of each role is required.

If you are ordering hard copies, the Teaching Negotiation Resource Center will calculate the appropriate numbers of each role to provide, based on the total number of participants. For example, if you wish to order a 2-party role simulation for use with a class of 30 students, you would enter “30” in the box next to “Quantity.” You then would receive 15 copies of one role and 15 copies of the other role, for use with your 30 participants. As another example, if you ordered 30 participant copies of a 6-party role simulation, you would receive 5 copies of each role.

In the event that the number of participant copies you order is not evenly divisible by the number of roles in the simulation, you will receive extra copies of one or more roles. Participants receiving the extra roles may partner with other participants playing the same role, thus negotiating as a team. So, for instance, if you ordered 31 copies of a 2-party role simulation, you would receive 15 copies of the first role and 16 copies of the second role. One of the participants playing the second role would partner with another participant playing that same role, and the two would negotiate as a team.