Presenting competitors as a viable alternative has shown to drive better negotiation outcomes. Emphasize the value competitors provide and mention specific pricing or terms they have offered that may be favorable. Use this to push for reductions in your proposed costs with Yardi for the same services.

Removing auto-renewal is crucial in negotiations to ensure flexibility and maintain control over future purchasing decisions. Emphasize that this requirement is driven by finance/legal guidelines, and express concern that auto-renewal could hinder discussions on pricing or services.

Offering to pay annually upfront can often lead to better pricing negotiations. This helps Yardi secure cash flow and reduces administrative costs, allowing you to negotiate for a lower rate in exchange for the upfront commitment. Consider pairing this offer with a demand for additional discounts.

Discuss if additional features for security are required and how you might expect better pricing or waived fees for these upgrades. Highlight that many competitors include security features without added costs, thus making Yardi's pricing less competitive.

Proposing to act as a reference or participate in case studies can be a strong leverage point in negotiations. This involvement could be conditioned on securing favorable terms that reflect a long-term partnership with Yardi.