House for Sale: The Buyer

Name: House for Sale: The Buyer (English version)
SKU: NEG-0043-E

Stein, Guido; Bergareche Sans, Borja

Product #:NEG-0043-E

Supplier:IESE Publishing

Discipline:General Management

Setting:España, 2023

Details:Case (PDF) • 2 pages • 2023-07-10

Subjects:

Leadership and managing people Management

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You are married with two teenage children and living in a two-bedroom apartment. You have lived in the north of Horsley all your life, but following the recent development of the eastern area, you are eager to move there. Unfortunately, very few apartments have come up for sale in that area. Two years ago, you tried to buy an apartment there but were outbid, and since then, no others have been listed for sale. Recently your mother passed away and you inherited her modest home, which you sold for ?250,000. This influx of cash enabled you to finally consider moving to the eastern area.

Learning Objectives

This case will used to illustrate how to negotiate in a distributive bargaining