Summary Session 4b Claiming Value - Hamilton Real Estate

CLAIMING VALUE How can I get a better deal for myself? Catherine Cleaver, MSILR BUS – 689 Fall, 2018 Negotiation for the Business Professional Hamilton Real Estate* ■Simple Negotiation: Two parties (Buyer and Seller) ■One Issue: Price You are the Executive Vice President of Pearl Investments, a holding company that specializes in real estate investments. Among your many real estate holdings is a large piece of property located in the town of Hamilton. The Hamilton real estate is earmarked for divestment and you are responsible for negotiating its sale *Adapted from D. Malhotra (2005). Hamilton Real Estate: Confidential Role Information for the Executive VP of Pearl Investments (SELLER). Harvard Business School Exercise 905- 053. Available from Harvard Business School Publishing. Hamilton Real Estate - Factors Affecting the Deal • Buyer’s ability to pay • Planned use for the property • Your experts have estimated that if the land were developed for commercial use (example: a set of office buildings) the land might be