The Helperns have been focusing on buying retirement property in a prime location around their preferred vacation location. Two factors drove their reasoning behind this, the cost of a prebuilt house, and the intricacy in buying undeveloped land to invest in. The couple had been vacationing in the area for over 20 years, and as such wanted a property that would represent the level of comfort that they wanted, and be a representative of what they loved about the place. The Helperns were undecided majorly because of the distance that the property would be from their primary residence, they could thus not agree whether to opt for buying undeveloped land, or upgrading a modest home to the standards that they want.

Due to their relatively high focus on quality, the couple had lower interactions with other parties as it sought to make the best investment. The couple had taken their time in coming up with the best locations that they would want to retire. Over their 20-year vacationing experience, the coast of Maine appealed because it represented the qualities that they were looking for in a retirement home. The place offered a perfect mixture of the various requirements that they had, and this led to a balancing of the resources amongst them. The location was not too distant, neither remote nor rural, and had no specific qualities that would attract tourists or a seasonal population. This would ensure that they would have peace of mind in a not-so congested area. After deciding on the location that they wanted, the couple now focused their energy on reaching out to the realtors and informing them of their plans for the future. The realtors were not remotely helpful and dealt with customers arrogantly thus keeping the couple away. After a while, the couple zeroed in on a property that had been on detriment and started appreciating how it would suit their current position.

The couple that was selling the land, the Gillis, had an emotional connection with the property. Thus, the traditional negotiation gimmicks would not work on them. The Helperns were, however, on the right track since they stroke a relationship with Steve Gillis. Even though they expressed interest in the property, Steve had more concern for talking about other issues rather than dwelling on the business. As evidence, he had sold his other parcels of land below the stated price, and for different terms. The Helperns made an offer that was proportional to that which the Gillis’ had accepted in March. They were seeking the same deal. The Helperns had researched how the Gillis handled their business, and they could thus now confidently understand how they would lead their lives and negotiate with each other. This was a positive move since they had already befriended the couple, and had this earned their trust. The business would now come to set things right for them, as they had created an offer price that was proportional to one accepted in the past.

As the negotiations proceed, the Helperns should focus on reaffirming the reason why they need to buy the land, rather than blindly following the market dynamics already in place. They would be the next door neighbors of the Gillis, and this would ensure that they would have a strong friendship. The strategy if to appeal to the emotions of the Gillis, and make them accept their offer. The Gillis was not looking for an opportunity only to sell their property but wanted to do this to the most appropriate buyers. Time was of no concern to the couple, and as such, the only strategy that would work on them entailed understanding how they would live together after the sale. The Helperns can claim to know a little bit about the lives of the Gillis, and as such would make the perfect buyers for the property.