Channel Home Centers v. Grossman

795 F.2d 291 (1986)

Quick Summary

Channel Home Centers (plaintiff) sued Frank Grossman (defendant) after Grossman, a real estate developer, breached a letter of intent by negotiating with another tenant for property space initially promised to Channel. The court had to determine whether the detailed letter of intent, which included Grossman’s agreement to cease marketing the property and negotiate exclusively with Channel, was enforceable.

The appeals court reversed the lower court’s decision, finding the intent to be bound sufficiently demonstrated, thus remanding for trial to assess the enforceability of the agreement to negotiate in good faith.

Facts of the Case

Channel Home Centers (Channel) (plaintiff), a division of Grace Retail Corporation, operated retail home improvement stores. Frank Grossman (defendant) and his company, Tri-Star, were real estate brokers and developers involved in acquiring Cedarbrook Mall. Grossman approached Channel with an offer for a lease in the mall, which Channel showed interest in.

To assist Grossman in securing financing for the mall purchase, Channel provided a letter of intent outlining lease terms and requesting that Grossman take the property off the market to finalize the lease with Channel. Grossman signed the letter and Channel began preparations, including legal work, marketing, and purchasing materials.

However, Grossman began showing the property to another prospective tenant and eventually terminated negotiations with Channel, citing Channel’s failure to submit a satisfactory lease within a thirty-day period, a condition not mentioned in the letter of intent. Channel sued Grossman after he leased the property to the other tenant, claiming Grossman’s actions violated their agreement.

Procedural Posture and History

  1. Channel sued Grossman for violating the letter of intent and sought a lease with Channel.
  2. The district court held that the letter of intent was not an enforceable agreement and was not binding on Grossman.
  3. Channel appealed the district court’s decision.

I.R.A.C. Format


Can a property owner’s detailed letter of intent to negotiate in good faith with a prospective tenant and withdrawal of the lease bind the owner if the tenant has spent significant sums in lease negotiations?

Rule of Law

An agreement to negotiate in good faith is enforceable if both parties manifest an intention to be bound by its terms and the terms are sufficiently definite to be specifically enforced. The execution of a detailed letter of intent can be of substantial value to demonstrate consideration for such a promise.

Reasoning and Analysis

The appeals court considered whether both parties intended to be bound by the agreement, if the terms were definite enough for enforcement, and whether there was consideration. The court found evidence suggesting both parties intended the letter of intent to be binding.

It noted that after signing, both parties acted in ways that indicated they were moving toward a finalized lease. The court also determined that Grossman’s promise to withdraw the property from the market and negotiate solely with Channel was specific enough to be enforceable, given that it was part of a detailed letter of intent covering most significant lease terms.

The court also found that there was consideration because Channel’s execution and tender of the letter was valuable to Grossman’s efforts to secure financing for the mall purchase.

Therefore, the court concluded that there was enough evidence for a trial to determine if an enforceable contract to negotiate in good faith existed between Channel and Grossman.


The judgment of the district court was vacated and reversed, and the case was remanded for trial to determine if an enforceable contract to negotiate in good faith existed between Channel and Grossman.

Key Takeaways

  1. An agreement to negotiate in good faith may be enforceable if it shows intent by both parties to be bound and has definite terms.
  2. A detailed letter of intent can provide sufficient value to demonstrate consideration for a promise to negotiate in good faith.
  3. The appeals court’s decision allows for a trial to further examine if such an enforceable agreement existed between Channel and Grossman.

Relevant FAQs of this case

What constitutes sufficient consideration for an agreement to negotiate in good faith?

Consideration refers to something of value that each party to a legally binding contract must agree to exchange. In the context of an agreement to negotiate in good faith, consideration can be one party’s promise to negotiate exclusively and to refrain from engaging with other parties, while the other party may offer up-front investments or expenses related to the negotiation.

  • For example: A business agrees not to sell a piece of real estate for 60 days while negotiating with a buyer who, in exchange, pays for exclusive negotiation rights and incurs costs for property inspection.

How definite must terms be in a letter of intent to be enforceable?

Terms in a letter of intent must be clear enough to outline the key points of agreement and allow for specific enforcement. While some terms can remain negotiable, the essential commitments, such as exclusivity or the main subject matter, should be sufficiently clear so both parties understand what is expected of them.

  • For example: A letter of intent may specify the lease period, rental rate, and property description in a potential real estate deal but could leave room for negotiation on maintenance responsibilities or extension options.

Under what circumstances might a court find an implied agreement to negotiate in good faith?

A court may imply an agreement to negotiate in good faith if the parties’ actions demonstrate a clear intent to abide by certain terms despite not having them explicitly written. This includes consistent communication, mutual accommodations, or preparations made by both parties in reliance on the negotiations.

  • For example: Two companies regularly exchange drafts of a contract, accommodate each other’s schedule for meetings, and refrain from negotiating with others – such behaviors may lead a court to infer a duty to negotiate in good faith.


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