In May 1996, Henry Bower, an asset manager for a real estate advisor, Medcem, is to discuss the details of the lease agreement after signing a letter of intent with a high technology company, Defentek, Inc Defentek, Inc is a rapidly growing company with limited net worth, which depends on the government as government contractor. Defentek, Inc will take a large block of seats in the newly acquired building class suburb outside of Washington, DC, which had a history of problems in the problems of the residents of the market, which is now somewhat improved. Henry negotiating strategy should identify and take a position on the various issues raised by the tenant and the tenant's lawyer. "Hide
by William J. Poorvu, Arthur I Segel Source: Harvard Business School 22 pages. Publication Date: November 14, 1996. Prod. #: 897066-PDF-ENG
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