Most would give rental concession to mitigate fit out, tell them...

Most would give rental concession to mitigate fit out, tell them you have a similar site lined up, explain the costs make it known that your unsure which one to take. Ask them what concessions there willing give, don't offer first, as there most likely not to give the best deal straight up. If you sign a longer lease most will let you wipe the fit out costs in rent reduction or close to it. Also don't forget to look at the yearly incremental rise ask them to cut it back, a lot forget about this and get stuck with a 4 to 5% yearly increase. Ask for 2% or at a minimum CPI good luck. The best way is to sound unsure let them do all the chasing and offers as if it's been vacant for 2 years they will want it generating as the leasing agent gets a % only when it's under lease. But most won't offer cash incentive.