First Home

Authors
Emily Jahsman, Alex Bolinger
Region
North America
Topic
Accounting & Finance
Length
10 pages
Keywords
negotiation; decision-making; real estate transactions; interpersonal communication
Copyright Holder
Society for Case Research
Student Price
$4.00
Target Audience
Graduate Students
Undergraduate Students

This decision case describes the house-buying decision process of Samantha and Eric, a young married couple who had recently moved back to the United States after living in Australia. While researching the local real estate market, Samantha and Eric realized that housing prices were on the increase and there appeared to be very few homes for sale. The couple had to find creative ways to overcome a seller’s market and then decide among four houses that met their housing requirements. This case provides students with the opportunity to systematically analyze the couple’s options and make recommendations for this first-time home purchase decision

Learning Outcomes

In completing this case, students should be able to: 

  1. Explain how communication and relationships impact negotiations.
  2. Describe the principles of integrative negotiations and how they can be used to create value within a negotiation.
  3. Apply the PrOACT model for decision-making.
  4. Evaluate the couple’s home options, incorporating both objective and subjective considerations.