Consider the write up (in blue) prior to the article, and th

The student will respond to the question from the professor in a 250 words minimum post. The student will use at least one outside source when responding to the discussion question from the professor. The student must show their in-text citations and references at the bottom of their post. The student will also respond to at least two of their colleagues on both of these discussion boards. Quality of work, coverage of the subject, proper punctuation, and APA is also the focus on this grading assignment.

Consider the write up (in blue) prior to the article, and then read the article. Also consider that in negotiations, being creative can prove to be very beneficial to both party's in reaching their goals.  Based on the article, the author poses some good ideas on how to negotiate a deal. what other options would you consider in negotiating rent? Remember, you both have a goal that needs to be met. Thinking creatively, but reasonably.

https://www.youtube.com/watch?v=FWjwRAuVuQs (Video on Nature of Negotiation)

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· Larry is buying a condo from Megan.

· Four prices that are the focus:

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MGT 41935193

Discussion Board One

Before reading the article, concern that in negotiations, many people focus only on the price of the product or service, or the amount of money in a salary. Seldom to they consider other aspects. For example, I knew a man (John) that was offered a job for $120K a year. Based on market and job surveys, the $120K a year was right on market value. He was very excited about the job but knew by accepting this job, he would pay an additional $3,500-$4,500 more a year in family benefits than he did at his presence employer.

He countered the employer’s offer with $135,000 a year. The additional $15K a year would be enough to take care of the family benefits for about four year. By then, he thought his salary would have continued to increase with inflation, cost of living, merit raises, etc. that he could keep the same standard of living.

After going back and forth with the employer, the employer said the best the company could do was $125K. John was very down and the counteroffer from his employer and told the company he would have to pass on the job. The company was just as upset because they wanted John’s services because he would be a great asset to the team.

In a last-ditch effect, the company ask John why he was adamant about the $135K a year. In response, John quietly said because your benefits are much higher than my previous employer’s benefits and the additional amount would put me where we want to be.

Enthusiastically, the employer said, you are kidding me…this additional amount is for the benefits? John replied, yes. The employer said, no problem, we will take care of the additional amount for your family benefits if you come to work for the $125K a year? John was excited and accepted the deal!!!

In essence, John came out about $10K a year better than if he had received the $135K a year when consider the overall picture of additional taxes, etc.

The point is the price is just one part of the picture. Yes, it is an important part, but always consider why you are wanting what you are wanting and are there other ways to get there.

To avoid the multitude of advertisements, I copied and pasted the following article from a website. If you want to see the original website, here it is: https://www.brickunderground.com/blog/2015/07/how_to_negotiate_that_rent_increase_come_lease_renewal_time

8 ways to negotiate your rent when renewing your lease. (Emily Myers, August 2022).

Landlords are trying to increase rents for current tenants to match what they can get on the market now that demand for apartments is booming.

If your lease is up for renewal, your landlord has likely notified you that your rent is going up— by as much as 30 to 60 percent in some cases. The New York City rental market is very competitive, and landlords are trying to increase rents for current tenants to match what they could get on the market from new renters.

You may not be experienced at negotiating but the main tactics to negotiate your rent at lease renewal are not hard to deploy: Keep it polite and point out that you've been a good tenant and paid your rent on time. These are among the important considerations to help you get the best deal on your lease renewal.

It’s important to understand that it’s a different market now compared to a year or so ago when you signed your lease. At that point there were many vacancies and renters had the upper hand. If your original lease included a concession, you are unlikely to get a similar deal again. This is especially the case in a corporate-managed, amenity-rich rental building where renewal offers are often non-negotiable. 

The trick is not to respond emotionally to a big rent increase and weigh whether staying is cheaper than moving out. Keep in mind that renewing your lease means you’ll avoid the costly hassle of moving to a new apartment, paying movers, a security deposit, and a broker fee. 

Scotty Elyanow, a broker at Compass, points out “there are very few no-fee rentals these days.” It also makes sense to renew if you know you’ll be in NYC for another year or so and you truly love your place. 

If you can’t afford to renew the lease and commit to the full term, but you keep paying some form of the rent—the old rent or a more modest increase—and the landlord accepts your payments, you become a month-to-month tenant. This can give you some flexibility but there are also risks. You no longer have the protection of a lease and if a landlord wants you out, particularly if you’re not paying the rent they asked for, you face eviction.

Here’s what to know if you are negotiating your lease renewal.

1. Understand how market-rate units work 

Market-rate tenants are subject to the forces of supply and demand. That means when it's time to renew your lease, landlords are free to raise rents as much as they want—they are only constrained by what renters are willing to pay. 

This is in contrast to rent-stabilized apartments, where landlords are only allowed to raise the rent by increments approved by the Rent Guidelines Board. For example, rent increases for a one-year lease starting on or after October 1st 2021 and before September 30th 2022 are frozen for the first six months but can increase by 1.5 percent for the remaining six months. Two-year leases can be increased by 2.5 percent.

With a market-rate apartment, if there are lots of people looking for a place to rent, as there are now, landlords are more inclined to raise the rent. In slower times they may be more inclined to offer renewals with small or no rent increases, or even offer an incentive to renew. That was what happened when the pandemic was at its worst in New York City.

Generally, landlords try to retain good tenants. “Some landlords do not want to deal with a lost month of vacancy plus deal with any painting, cleaning and repairs which can become costly,” Elyanow says.

Owners may consider a reasonable offer from a good tenant, but they also know they may be able to rent an apartment out at a higher price to an incoming tenant

2. Point out your track record 

Landlords generally want to keep a tenant in an apartment, because finding new renters can be costly, especially if renovations or updates are needed before the place can be put back on the market. If you've been a good tenant who always pays your rent on time, make the case to your landlord who may be less inclined to raise your rent to the point that it pushes you out. 

Elyanow suggests writing a nice letter to your managing agent or landlord and explaining how great a tenant you are, and how you pay your rent on time. You might even appeal to their "better angels," he says, explaining how difficult the pandemic has been for everyone and how you love your apartment and building and wish to stay for a long time. 

3. Stay calm, and ask politely 

Be respectful in approaching your lease renewal and negotiating against an increase or for a reduction. And don’t wait until the last minute.

Tenant attorney (and Brick Underground sponsor) Sam Himmelstein, a partner at Himmelstein McConnell Gribben & Joseph, advises tenants to say, “I’d like to renew at the same rent,” and see how the landlord responds. 

Some landlords may not want to negotiate but many will, Elyanow says. “Keep trying to negotiate with the landlord and know when it is your deadline to respond to any final renewal,” he says.

4. Do your research

If you’re presented with a rent increase, it pays to check what similar-sized apartments are renting for in the neighborhood on real estate listing and brokerage sites. If you are arguing against paying more, it’s better to make a case for yourself by presenting some numbers. 

Catharine Grad, a tenant attorney at Himmelstein McConnell Gribben & Joseph, says telling your landlord that you’ve lost your job isn’t your best strategy. Think about how you can make the best case for yourself. “Tenants need to figure out what they have to give,” she says. That might simply be that you can continue to pay at the same rate. 

During the pandemic a Brooklyn renter made a case for lowering his rent at renewal time by creating a spreadsheet that showed how rents for similar apartments had dropped 8 to 10 percent. He asked for a 12 percent discount, and received a counteroffer of 10 percent. He stayed. 

"I accepted because I thought it was reasonable, and it amounts to five or six weeks free based on my previous rent," the renter says. 

While current market conditions would make this type of negotiation extremely unlikely now, through doing the research you may find the increase you’re being offered is in line with similar apartments in your neighborhood. In this way, an increase might be easier to stomach.

5. Get intel from your neighbors 

Gramercy renter Jennifer C. found out that her neighbors in a similar-sized apartment were offered an incentive for starting renewal negotiations early. 

"We were not offered that same deal, so I leveraged it," she says. The end result? She negotiated her rent increase down nearly 50 percent. 

This can also occasionally work for rent-stabilized apartments. One agent we spoke to says he once saw a similar apartment in his building going for hundreds of dollars less than his rent-stabilized place. He told the landlord he would apply for the other apartment in order to save money.

"It went back and forth, and eventually they conceded and gave me the same [lower] rate," he says. 

6. Small landlords might be more willing to negotiate

Some landlords and management companies, especially those in larger buildings or complexes, use software that sets rental rates according to real-time market conditions, seasonal trends, competitor prices, and lots of other metrics. 

But analytics programs can be expensive for landlords of smaller buildings. Mom-and-pop landlords are also hurt more by a vacancy than a larger rental building so for smaller landlords, decisions may rely more on a gut check. This is especially so if you are renting an apartment in a house: Are you a respectful, quiet tenant who pays the rent on time? If so, they may be more willing to give you a break when your lease is up.

7. Make the case for an upgrade 

In a slow market, if your rent is going up, you might be able to ask the landlord to make a significant replacement or repair. One agent worked with a landlord who didn't raise the rent one year but wanted to increase it by $150 per month the next. He negotiated it down to $100 and got a bathroom renovation out of it.

"We were willing to pay more to have something a little nicer," he says.

If you have been asking for repairs to your apartment, it doesn’t hurt to mention that when it’s time to renew the lease. 

Bringing up a laundry list of necessary improvements could make for a tense lease-renewal conversation but it’s not a bad time to remind management about any on-going issues, like for example, the elevator renovation that took 12 weeks instead of the scheduled four. 

8. If the rent is rising, ask for a two-year lease

Asking for a longer lease can lock in the rate and means you avoid going through negotiations again 12 months later. This might be something to consider if you like your apartment and are committed to staying in your neighborhood. Not all landlords will be open to giving you a two-year lease, but there’s no harm in asking.

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Introduction

Negotiation is something

that everyone does,

almost daily

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Negotiations

Negotiations occur for several reasons:

To agree on how to share or divide a limited resource

To create something new that neither party could attain on his or her own

To resolve a problem or dispute between the parties

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Approach to the Subject

Most people think bargaining and negotiation mean the same thing; however, we will be distinctive about the way we use these two words:

Bargaining: describes the competitive, win–lose situation

Negotiation: refers to win–win situations such as those that occur when parties try to find a mutually acceptable solution to a complex conflict

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Three Important Themes

The definition of negotiation and the basic characteristics of negotiation situations

Interdependence, the relationship between people and groups that most often leads them to negotiate

Understanding the dynamics of conflict and conflict management processes which serve as a backdrop for different ways that people approach and manage negotiations

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Characteristics of a Negotiation Situation

There are two or more parties

There is a conflict of needs and desires between two or more parties

Parties negotiate because they think they can get a better deal than by simply accepting what the other side offers them

Parties expect a “give-and-take” process

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Characteristics of a Negotiation Situation

Parties search for agreement rather than:

Fight openly

Capitulate

Break off contact permanently

Take their dispute to a third party

Successful negotiation involves:

Management of tangibles (e.g., the price or the terms of agreement)

Resolution of intangibles (the underlying psychological motivations) such as winning, losing, saving face

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Interdependence

In negotiation, parties need each other to achieve their preferred outcomes or objectives.

This mutual dependency is called interdependence

Interdependent goals are an important aspect of negotiation

Win–lose: I win, you lose

Win–win: Opportunities for both parties to gain

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Interdependence

Interdependent parties are characterized by interlocking goals

Having interdependent goals does not mean that everyone wants or needs exactly the same thing

A mix of convergent and conflicting goals characterizes many interdependent relationships

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Types of Interdependence Affect Outcomes

Interdependence and the structure of the situation shape processes and outcomes

Zero-sum or distributive – one winner

Non-zero-sum or integrative – mutual gains situation

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Alternatives Shape Interdependence

Evaluating interdependence depends heavily on the alternatives to working together

The desirability to work together is better for outcomes

Best available alternative: BATNA (acronym for Best Alternative to a Negotiated Agreement)

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Mutual Adjustment

Continues throughout the negotiation as both parties act to influence the other

One of the key causes of the changes that occur during a negotiation

The effective negotiator needs to understand how people will adjust and readjust and how the negotiations might twist and turn, based on one’s own moves and the other’s responses

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Mutual Adjustment and Concession Making

When one party agrees to make a change in his/her position, a concession has been made

Concessions restrict the range of options

When a concession is made, the bargaining range is further constrained

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Two Dilemmas in Mutual Adjustment

Dilemma of honesty

Concern about how much of the truth to tell the other party

Dilemma of trust

Concern about how much should negotiators believe what the other party tells them

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Value Claiming and Value Creation

Opportunities to “win” or share resources

Claiming value: result of zero-sum or distributive situations where the object is to gain largest piece of resource

Creating value: result of non-zero-sum or integrative situation where the object is to have both parties do well

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Value Claiming and Value Creation

Most actual negotiations are a combination of claiming and creating value processes

Negotiators must be able to recognize situations that require more of one approach than the other

Negotiators must be versatile in their comfort and use of both major strategic approaches

Negotiator perceptions of situations tend to be biased toward seeing problems as more distributive/competitive than they really are

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Value Claiming and Value Creation

Value differences that exist between negotiators include:

Differences in interests

Differences in judgments about the future

Differences in risk tolerance

Differences in time preferences

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Conflict

Conflict may be defined as a:

“sharp disagreement or opposition” and includes “the perceived divergence of interest, or a belief that the parties’ current aspirations cannot be achieved simultaneously”

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Levels of Conflict

Intrapersonal or intrapsychic conflict  

Conflict that occurs within an individual

We want an ice cream cone badly, but we know that ice cream is very fattening

Interpersonal conflict  

Conflict is between individuals

Conflict between bosses and subordinates, spouses, siblings, roommates, neighbors, etc.

© 2016 by McGraw-Hill Education. This is proprietary material solely for authorized instructor use. Not authorized for sale or distribution in any manner. This document may not be copied, scanned, duplicated, forwarded, distributed, or posted on a website, in whole or part.

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Levels of Conflict

Intragroup Conflict  

Conflict is within a group

Among team and committee members, within families, classes etc.

Intergroup Conflict  

Conflict can occur between organizations, ethnic groups, warring nations, feuding families, or within splintered, fragmented communities

These negotiations are the most complex

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Dysfunctions of Conflict

Competitive, win&#x2013

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