11:05 PM Sat Jun 11
X
Practice: Incident #3-1 of 3
QUESTION 1/3
t: Let's change gears again....let's go to another event, and we can go to....you said you had a less than effective one that you thought of, and also an effective one...so
whichever one you would like to go to next. S: This is outside of work. I'm negotiating for a house...to buy a house. It's not a standard house, it has some boat docks
with it. So, it's kind of like a small business with a house. So, it becomes a much more complex deal through banks, through everything. In fact, the process is a lot
longer. I first started discussions with the real estate agent and the owner back in September. I saw it...the house, like in July, started negotiations the first go-round in
September. The gentleman's older. His wife isn't as healthy. It's two floors. They want to move out. With the boats, it's a lot of physical work. His family doesn't want
him down there. They want him out. So, negotiations started in September...kind of drug on through March. Okay? And, in March my bargaining position was much
stronger. Well, actually....I take that back... January....middle of winter there aren't that many buyers in the market. They want him out. You know...blah, blah, blah, blah,
blah. They want to sell more than I want to buy. I have a lot more options than they do. In fact, I knew that in February they...or, actually even before that, they had
already picked out a condo that they wanted to move into. So, I was in a very strong bargaining position. In negotiating with the bank, the bank came back and said,
"we won't loan x, well loan X minus something. So, I went back to the real estate agent and said, "this is what the bank has said, here's the new offer...this much
from the bank, this same amount from me, same amount on the second mortgage." Basically reducing my offer by quite a bit. And, the real estate agent took that
and....I traded phone mail messages with them on Friday, and I got a bad inkling. And, I didn't have time to call the bank on Saturday to talk with the loan originator
who was working with all this to kind of help clarify. By Monday morning the deal that he had offered the seller wasn't the deal that I had made to him. The deal we
went to offer the seller was from the bank, well, X...the full X, and then the seller would deposit part of that in the bank. So, the bank's exposure is still minu
y, but my loan was all of a sudden upped from what I offered him on Thursday. (3.1) And...you know, there's a lot of emotions there, and it's...I mean, it wou
have felt really good to just say, "see ya...I don't need this." But, it was still a good opportunity, so I didn't really want...you know, I wanted to control
those emotional factors to still pursue the opportunity.
3.1 Which one of the following competencies is the person demonstrating at this moment in the incident:
1 point
Coach & Mentor
2.Emotional Self Control.
3.Influence
4.Systems thinking
5. Achievement orientation