Most tenants negotiate the wrong number. The headline rent barely moves - landlords protect it because it sets the building’s value. The real value is in the incentives around it: rent-free months, a fit-out contribution, break clauses and service-charge caps. That is where you win.
The levers, ranked by how much they move
- Rent-free period. The easiest concession to win. Two to six months rent-free on a multi-year lease is common, and it is real cash you keep.
- Fit-out contribution. The landlord pays toward fitting the space to your needs - sometimes tens of thousands of euros. Ask for it explicitly.
- Break clause. The right to exit early on a set date. Worth more than a small rent cut if your plans are uncertain.
- Service-charge cap. Limits how much your "extras" can rise each year - protects you from surprise increases.
- Headline rent. Moves least. Push it, but don’t trade away the levers above just to shave it.
What gives you leverage
Your negotiating position is stronger when…
The space has been vacant a while — Landlord wants any income
You are a strong covenant — Reliable tenant = lower risk = better terms
You can move fast — Certainty is worth concessions
You have real alternatives — A genuine shortlist beats a bluff
How to run it
Keep two or three options live until the last moment - competition is your only real leverage. Put your asks in writing as heads of terms before spending on lawyers. And always calculate the deal on an all-in €/m²/month basis, net of the rent-free period, so you can compare offers on the same footing.
