MASMT-31

· 4 bedrooms

· 3 bath

· Williamsville school district

· New Roof

· New Hot Water Tank

· Heated Florida Room

· Wood burning Fireplace

· $379,900

Home Buyer:

You have found your dream home in a good school district and would like to put down an offer. You have excellent credit, and a substantial down payment. Interest rates on mortgages are at an all-time low. You are coming from an apartment, so you do not have to wait to sell another home before you can close on this one. There is another house in the same town that is similar, but is in a different school district. The school district is important to you as your daughter will be starting Kindergarten in September. Also, your parents live nearby and can be available to get your daughter off the school bus. You will need to consider additional expenses coming from an apartment, such as appliances, etc. The one drawback from this house compared to the other one, is that the kitchen countertops are Formica, and you like the look of granite.

Home Seller:

You are downsizing from your home where you raised your children to move into a patio home that is all on one level, and will be maintenance free. You cannot take all of your furniture with you as you are going from 3,000 square feet to 1,500 square feet. Ideally, you would like to move by December 1st so that you are all settled in to celebrate the Holidays. Since you haven’t had a mortgage in years, you are more concerned with a fast closing than you are with maxing out on the price.

Role play the scenario, keeping in mind your BATNA, as well as the BATNA of the other party and remember the 4 Principles of Negotiation:

1. Separate people from the problem

2. Focus on interests, not positions

3. Create options for mutual gain: Expand the Pie

4. Use Objective Criteria