Case study – House for sale- Team negotiation

o A house of 120 m2, located in crowed area Cau Giay district,

Land area: 120m2. Direction SouthEast
o Construction area: 320m2 including 3 floors, 1 basement, 4 bedrooms, 4 bathrooms, 1
kitchen, 1 living room.
o Large basement of 5m in width, the big road of 10m in width
o Other preferences: Locate in very crowed area, surround by busy shops & offices,
restaurants, 3 kms from Nguyen Tat Thanh school and other famous university such as
national university, 2 kms from The National Children hospital, Near big parking area.
o Price : 9.8 Bil VND (property is around 9 Bil VND – 10 Bil VND average in the current market)
o Each team will have 5 minutes for internal team discussion & 15 minutes for team
negotiations. You will get general & private information via email. Please do not
make any internal discuss prior our section except planning & preparation.
Negotiators Team 1 Team 2
The sellers ( Husband & wife) Hang/Tam/Linh Tran Tra/Dung
The buyer ( Husband & wife) Diem/Nhung Tran/Mai
 Case study – House for sale – Buyer information
• Your husband works in The National Children hospital, you are finding the house (not flat) near
the hospital for him to open one private clinic. Estimate income may have 50-80 mil/month
• Your daughters have got the entrance to Nguyen Tat Thanh school, which very famous and good
school. Her first day is 8/15. Your current home is 25km far away from that school.
• The direction of Southeast is the best suitable to you and your husband
• You are looking for a house for months but could not find any to fit your need but this one. That
area is more flats on sale rather than houses.
• You already sales your current house at 5 Bil and will handover at Aug 20. You will hane 1 Bil in
one month later, you budget plan and your family income can allow you to borrow long term loan
up to 3.5 Bil from any bank immediately as long as you have mortgage.
• You & your husband do like that house but do not want to get a big loan from the bank. You have
made appointment with the house owner to negotiate better price and make the deal.
Case study – House for sale – Expected outcome
Negotiation planning – Buyer side
- What source of power you have?
- What information you get from other side that support your deal decision ?

Buyer side – Team # … Bil VND

What is the highest price you can accept

What is the price you expect to buy

What is the first offer?

What is the final price? ( deal done)

What is your BATNA Final BATNA deal?

1.
2.
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