Negotiating Homes for Students Bar 6.5 Case Study Higgins College is a pri community in the Northe common from 1,400 to 1,900 students. Unable to build stud anand the college has purc son to its housing crisis. Un onal house it buys. Neighb the condition of its prone polieve that they we Imagine that you are the responsibility for prope to help house this fall's in is a private, residential four-year liberal arts school located in a small rural ortheast, Over the past three years it has experienced a surge in enrollment, 1900 students. Unable to build student housing fast enough to meet as purchased houses in the adjoining neighborhood as a temporary solu- crisis. Unfortunately, resentment toward the college grows with each addi- Neighbors complain that student tenants are noisy and that the college lets ts properties deteriorate. Some individuals who sold their homes to the school hat they were paid less than full market value. hat you are the special assistant to the president at Higgins, newly hired with special lity for property acquisition. You must negotiate the purchase of two additional homes use this fall's incoming freshman class, the largest in the college's history. Higgins' pres- a forceful personality largely credited with the college's rapid growth, has made it clear this is to be your top priority. You've also received several e-mail messages from the student housing director, who says she needs to know if you can complete the deal in three weeks so she ssignments. The two most desirable properties are located next to each other night across the street from the college's science building. Other options are located much farther away from campus in a more expensive area. Fearful of being "ripped off," the owners of the homes near the science building have hired a real estate agent to represent them in this transac- tion. When you call the realtor to set up a meeting, you learn that members of the neighborhood association have urged the homeowners to sell to private individuals, not to the college. You have three days to get ready for the first negotiation session. Discussion Questions 1. What steps will you take to build a cooperative climate? 2. Describe the perspectives of all the parties, including yourself. 3. What are the interests of both sides and how can they be met? 4. What solutions could meet the needs of both parties? 5. What obiectis wat objective criteria could be used to determine the terms of the settlement? o alternatives does each side have to reaching a settlement? How will this influence the likely outcome of the negotiation? esisting Influe ing Influence: Defending against the Power of lental Shortcuts Up to this point in carry out this point in the chapter we've focused on how leaders exercise influence t