The kitchen purchase: Briefing for buyers: Mr. and Mrs. Stulle

January 5: Bad tidings

You get a call from your landlord. It is not good news. He notifies you that he himself needs to make use of the apartment you are currently renting from him (103m, 950 basic rent, 210 utilities including heating). So he is now asking you to move out by December 31 at the latest. What a shock! You moved in three years ago and ever since then you have felt completely at home in this apartment. The only bright spot now is that your landlord has agreed to release you from your existing tenancy agreement without you having to give a notice period. At least that allows you a degree of flexibility in your search for a new apartment.

September 13: At long last

You have been looking for a new apartment for nine months - but so far all those you have inspected have not been suitable. Until today, that is: an agent, Mrs. Alexus, shows you your dream apartment (120m, 1,100 basic rent, 250 utilities). And it is only a few minutes away from your present apartment.

Mrs. Alexus informs you that the previous tenants, a young couple called Mr. and Mrs. Hase, would like to pass on their fitted kitchen to you (Appendix 1). You like the idea because otherwise, you would have to buy another fitted kitchen. What is more, the fitted kitchen in the apartment is said to be in good condition.

September 14: You agree

You make up your minds very quickly: You tell Mrs. Alexus that you would very much like to rent the new apartment and would also like to take over the fitted kitchen. Mrs. Alexus promises to sort everything out with the landlord and the previous tenants and get back to you very soon.

Mrs. Alexus also tells you that Mr. and Mrs. Hase's tenancy agreement expires on November 30. However, since they are planning to move out early on October 10, you could take over the tenancy agreement as soon as October 15. You make a loose agreement to move in on November 1. You see this as a very convenient date: It gives you a bit of time until moving day, and it is still early enough to avoid your move lasting into the Christmas season.

September 15: Good news

Mrs. Alexus gets in touch: The landlord has approved the tenancy agreement. She sends you the contract via email and asks you to sign it and send it back in the course of the coming two weeks. That very same evening you agree on a date of September 20 with Mr. and Mrs. Hase to discuss the possibility and price for taking over the fitted kitchen.

September 20: The negotiations

Today you have an appointment with Mr. and Mrs. Hase. You are pretty keyed up about the negotiations for the price of the fitted kitchen. You ring their doorbell.

Questions:

1. What is the Buyer's BATNA?

2. What is the Zone Of Possible Agreement (ZOPA) for thenegotiation?

3. What would be your approach tonegotiateif you are the Buyer?