Professional Documents
Culture Documents
Nego\a\on
IDENTFYING&IMPROVINGOURBATNA
SYNDICATE2
29111311HaidirAfesina(fezi)
29111328HendraWinata
29111329MitaListyatri
29111338AndekPrabowo
29111344AprianEkaRahadi
29111384ChairunnisaMirhelina
29111387FranciscusXaveriusKresnaPaska
29111393AgungIndriPramantyo
SELLER
29111328HendraWinata
29111329MitaListyatri
29111393AgungIndriPramantyo
BUYER
29111311HaidirAfesina(fezi)
29111338AndekPrabowp
29111384ChairunnisaMirhelina
29111387FranciscusXaveriusKresnaPaska
Casesynopsis
SELLER
Lis\ng#9013878:$240,000
Directselling(NOAGENT)
Onemonthonthemarket
OneofthenicesthouseintheCentennalParkarea
Originallypurchased$155,000
Descrip\on
Builtin1947
1846squarefeetofspace
InsideAmeni\es
Largeeatinkitchenwithallappliances
Newlydecorated
OutsideAmeni\es
Detachedgarage(2.5cars)
Restaurants&transporta\onwithinwalking
distance
NearHas\ngs&Centennialparks
BUYER
Submieedoer:$220,000
Rentforfewyearsandthenresellataprot
LookingforsinglefamilyhomeinCenterville
Priceofneighboringhomeswithsimilar
characteris\c:
Lis\ng#
SellingPrice SquareFeet
8906898
$213,300
1715
8904725
$233,600
1875
8908614
$239,600
1920
BARGAININGZONE
Buyer sAspira\onPrice
$220,000
Buyer sReserva\onPrice
$235,000
BUYER
ZOPA
SELLER
Seller s Aspiration Price
$240,000
$225,000$$235,000
BATNABUYER=Willingnesstobuyi.e.theonlybuyerwhocomeina
month
BATNASELLER=Futureprospectoftheareai.e.strategicloca\on
BUYERPERSPECTIVE
#1.Priceofneighboringhomeswithsimilarcharacteris\c:
Lis\ng#
SellingPrice
SquareFeet
Price/Squarefeet
8906898
$213,300
1715
124.4
8904725
$233,600
1875
124.6
8908614
$239,600
1920
124.8
AVERAGE
$228,900
1837
124.6
Remark
SellingPrice/squarefeet
Sellingprice@1846square
feet
Average
124.6
$230,000
Seller#9013878
130.01
$240,000
#1.5ALTERNATIVESIFNOAGREEMENT
BUYER
1.Renttoown/Leaseop\on
2.rentotherhousessurroundit
3.Askinghelpfromanexper\seorcommunitytoiden\fytheseller`sauthority/
decisionmaker
4.Sharedownershipwithfamilyorfriendi.e.5050
5.Alliancewithpowerful&inuencedpeopleororganiza\on
MarketResearch
Bedrooms: 1 Bathrooms:
1 Monthly Rent: $ 500
Date Available: June 8th, 2009
Lease Info: 6 months/12 months
Application Fee (Standard): $ 38
Pets: No Pets
Parking: 1 car carport
Fireplace: No fireplace
Approx Square Feet: 600 Dwelling Type: Single family
http://public.rpl.herorentals.com/RPL/search/USA.index.mvc?page=results
#2.BESTALTERNATIVESIFNOAGREEMENT
BUYER
RENTTOOWN/LEASEOPTION
#3.2BUYERIMPROVINGBATNA
Arrangementwithsupplier,partnersorcustomer
1.Cer\edhomeinspector
2.Buildrela\onship(personalemo\onal)withsellerandcommunitysurroundthe
areai.e.toiden\fytheseller`sauthority/decisionmaker
3.Oerreleaseclausetotheseller
RemoveanyconstrainsthatweakenBATNA
Oerreleaseclausetotheseller
Bycheckingpoten:allyrelevantbusinessfutureandnego:atedwiththesellerthe
percentageofsharedprot
Changetermsofnego\a\on
Gethomeinspectedandappraised
Regardlessofitsnewameni:esandfurnished,thebuildingisold.Theinspector
wouldcheckifthereisanytermites,anytermitedamage,houseelectricalsystem,
plumbingandalsohealingandcoolingsystem.Thusthepricewilldependonthe
report.
#4.NEWBATNAIFSUCCEEDED
BUYER
Oeredreleaseclauseagreement
Regardlessofagreeingthepricethatsuitstobuyer,itisbelieved
thatthesellerwouldbeinterestedashewouldgettheshared/
commissionforthenextsalesasbuyerwillsellagainthehouse.
However,onlyifthereleaseclausemet.
#4.BUYERNEWBATNAIFSUCCEEDED
BUYER
Reserva\on Aspira\on
Price
Price
NewBATNAValue
$235,000
Avg.HomePrice**
($DecreaseFactorfrom
Nego:a:on)+($
commissionforNext
SalestoExis:ngSeller)
($NetProtfromNext
Sales)
** Buyer: 230,000
$220,000
SELLERPERSPECTIVE
Lis\ng#
SellingPrice
SquareFeet
Price/Squarefeet
8906898
$213,300
1715
124.4
#9013878
SellerHouse
1846
8904725
$233,600
1875
124.6
8908614
$239,600
1920
124.8
#2.Mathema\cal
(18751846)/(18461715)=(124.6X)/(X124.4)
29/131=(124.6X)/(X124.4)
29X3607.6=16322.6131X
160X=19930.2
X =124.56(Averagesellingpersquarefeet)
SELLINGPRICE=1846x124.56=$229,937
SELLERPERSPECTIVE
#1.Mathema\calforHomePriceApprecia\onRate
Assump\on:
CentervillelocatednearDC(virginia)
AverageHomePrice
Apprecia\onRatein
DCfrom2012
BasePriceusing1
YearForwardUsing
Price(Apprecia\on)
240,000
Last10year
Last5year
LastYear
LastQuarter
24%
12%
0.21%
1.04%
193,548*
272,727
239,497
237,530
Source:hep://www.forecastchart.com/homepricesdc.html
BaseYear=240,000/(100%+AverageHomePriceApprecia\onRate%)
AssumeSeller&Buyeragreewithprice$240,000,wherethebasepriceis$239,497usinglastyear
data,Sellergetaround$503
ButifSelleragreewithprice$229,937wherethebasepriceis$239,497usinglastyeardata,Seller
lostprotopportunityaround$9,560
#1.5ALTERNATIVESIFNOAGREEMENT
SELLER
1.Rentedthehousetobuyer
2.Marke\ngstrategyi.e.STP
S:middleclass
T:singlefamily
P:investmentforan\queloversclub
3.Marke\ngtac\ci.e.Adver\sing
ATL:Property&businessmagazine
BTL:Socialmedia&community(WOM)
4.Buyerassistednancingfromselleri.e.50%cashdeposits,5%interest,10years
(nego\able)
5.Runningbusinessopportunityi.e.guesthouse
#2.BESTALTERNATIVESIFNOAGREEMENT
SELLER
Runbusinessopportunity
1. Posi:ve(guesthousenearbyhas:ngandcentennialparks)
2. Nega:ve(conspiringwithhisneighborsaroundtooerhigher
abovenormalrates(1.5:mes)toboostthemarketprice
#3.SELLERIMPROVINGBATNA
Arrangementwithsupplier,partnersorcustomer
1.Homeinsurance
2.Buildrela\onshipwithcommunitysurroundthearea
3.Posi\onedasan\quehistoricalvaluei.e.investment
4.Adver\sement(ATL&BTL)
RemoteanyconstrainsthatweakenBATNA
1.Homeinsurance
2.Assessbusinessopportunitywithbusinessen\tyarounde.g.ShoppingCenter,
Restaurant
Changetermsofnego\a\on
1.Priceexpira\on
2.Askcommissionpercentageifbuyerwanttoresalethehouse
#4.NEWBATNAIFSUCCEEDED
SELLER
Runbusinessopportunity
BasedonSellercalcula.ononslide6,Sellerwilllostprotopportunity
$9,560ifAgreethesalescostof$229,937toBuyerorbelow$239,947.
Thereforeweprefertokeepthehouseandrunbusiness
e.g.runningaguesthousetoimproveSellerBATNAwhilewaitfor
apprecia:onRatefromthehousepricewhichhasincreasedtrendin
DCarea
#4.NEWBATNAIFSUCCEEDED
SELLER
Reserva\on Aspira\on
Price
Price
NewBATNAValue
$225,000
Avg.HomePrice*+
($Rent/year)+($Home
Apprecia:on/year)
Seller: 229,937
$240,000