Loretta was going to have to renegotiate her rent contract for her warehouse next month and she was beginning to give it some thought. “What I really want more than anything is to not have my rents go up more than 5% and to get a 5 year contract this time. I can offer to accept a cost of living increase at the end of that time when my business is doing much better. I think I’ll also ask to have the landlord resurface the parking lot and repair the docks this year instead of next year as he planned, but that’s negotiable. I’ll ask that he does some landscaping, allows me to pay quarterly instead of monthly and that he double the pest inspection services, but none of that is really critical.”
 
 Loretta continued, “I know that he has recently purchased several other buildings and none of them have been rented yet. I can offer to tell people in my small business meetings about these properties and even serve as sort of a reverse reference on what a good landlord he is. I’m growing rapidly and will need to lease additional space within the year, but would like to keep it separate from what I’m doing now. I’ll talk to him about which of his properties I might be willing to lease next year. I have my business plan for this new venture and my partner is willing to sit in on the negotiations as well.”
 
 Looking at the four steps in the negotiations process critique Loretta.