Identify the issues and the interests of Mrs. Appleby that might be influential in this transaction. Keep in mind the definitional differences between issues and interests and consider the impact of such distinctions on the final negotiation. You do not need to develop solutions to the problem; just engage in the identification aspect of the exercise.

Appleby House Transaction

Mrs. G. Appleby is an elderly person and the longtime owner of an attractive, well-maintained home. The home sits on a lot near a commercially developed intersection, but it is well protected from the development by a tall stand of trees. The area in which the house is located has undergone significant commercial development in recent years. While many residents have given way to such development by selling their properties, Mrs. Appleby managed to maintain the secluded, rural character of her property during the sixty years she has owned it. Mrs. Appleby has put the house on the market several times but has taken it off each time a sale looked possible. Apparently, her ambivalence results from a number of factors. Mrs. Appleby lived in the house with her husband until his death seven years ago. The house is considerably larger than Mrs. Appleby needs and she doubts she will be able to maintain it as she should. Assisted by a part-time gardener, Mrs. Appleby does enjoy puttering around the yard and keeping a large flower and vegetable garden. Many of Mrs. Appleby's close and older friends have moved away from the neighborhood or have died. Because of her failing eyesight, Mrs. Appleby is reluctant to drive and increasingly relies on public transportation to get around. There is relatively easy access to both grocery and drug stores. Mrs. Appleby's health is good and her income is adequate for maintaining her present lifestyle. She does worry a little, though, about increasing medical bills, even for routine care. None of Mrs. Appleby's children live in the immediate area. She occasionally travels to visit them and frequently has guests at the house to visit her. Mrs. Appleby particularly loves to have the great- grandchildren come and visit "grandma's house in the woods." As a means of bringing in a little income and in order to keep active, Mrs. Appleby works for the local senior citizens center as a receptionist in the center's office three mornings per week. You are an employee of the City charged with purchasing a parcel of land for the next public use development. Normally such work would be done by real estate professionals retained by the city, but the two agents you have worked with simply have not delivered. You identified the parcel of land on which the Appleby house sits several months ago as the perfect parcel for building a municipal office building for the city's use. You have just learned that Mrs. Appleby terminated her most recent listing agreement with a real estate agent. You have decided to contact Mrs. Appleby directly and see if you can move a sale along. Presently, the property is not zoned for commercial purposes, but in checking with the board of zoning you have learned that it can easily be rezoned. Mrs. Appleby agreed to meet with you tomorrow afternoon. She indicated she had recently received several offers for the house but has decided against moving from the house for the time being.