First 1:40 of ten‐minute phone call between two real estate agents

(UTCL A35; Ka = Katy; Fr = Frank)

 1 ((ring))  
 2 ((click))  
 3 Ka: iHello? 
 4 Fr: Katie? 
 5 Ka: ↑Yeah! 
 6 Fr: Frank Stoker 
 7 Fr: ↑Yeah Frank.= 
 8 Fr: =(I) just got home and got cher message. 
 9 Ka: Oh! (.) Well I don't know if I've got good news or not! heh= 
10 Fr: =heh he[h 
11 Ka:  [.hh I got an offer on the Stone? (.) [prop↑erty 
12 Fr:  [O k a y, 
13 Ka: Uh::mm↓ (.)↑How ↓soon can you present it. 
14 Fr: tch .h hhh [He‐] 
15 Ka:  [He']s outta town.= 
16 Fr: =Yeah he was out of town and I think he'll be back tomorrow. 
17  (0.5) 
18 Ka: Okay. .hh[h‐ 
19 Fr:  [I can drop by and present to her:: and she can call 
20  ‘im. 
21  (0.5) 
22 Ka: Oka::y, (.) Uhh[m] 
23 Fr:  [ I ]s it a hurried up (.) deal? 
24 Ka: Yeah. It really is. .hhh They need to get a loan application 
25  made tomorrow if possible. 
26 Fr: ↑Ooh. [Okay, 
27 Ka:  [This is a Vee Ay bo:ndhh. 
28  (1.1) 
29 Ka: .hh Uh (.) eight point nine nine percent bond hh in Vee Ay:: 
30  (.) combination. 
31 Fr: Where can you get that? 
32 Ka: Uh:: ↓‐I (.) I'cn‐ there's‐ hhhh there's money available.=I 
33  can get that. 
34  (1.0) 
35 Ka: Uh::m‐ (.) uhh out of Murchison. 
36  (0.7) 
37 Fr: Hmm. 
38 Ka: For Bunton County. 
39  (0.8) 
40 Fr: (I'll) be ↑darned. °Okay. [(How) about that.°= 
41 Ka:  [ An' t's ah‐  
42 Ka: =It's a new program. 
43  (1.0) 
44 Ka: Uh::m 
45  (1.0) 
46 (): tch 
47  (2.0) 
48 Fr: °Kay,° 
49  (1.0) 
50 Fr: What's the‐ (.) What's the offer. 
51 Ka: Six↑ty fi:ve, hh (0.4) with the seller paying three and a 
52  half discount points.= 
53 Fr: =Oo:h. 
54  (1.5) 
55 Fr: °Inkay,° 
56 Ka: Whattiya you think they'll do with tha::t, 
57 Fr: .hh Well eh‐ ((clears throat)) prob'ly coun↑ter, 
58  (0.6) 
59 Ka: At how ↓much do you suppose. 
60 Fr: We↑::ll, (.) >I don't know if they're gonna pay three and 
61  a‐half< poi::nts. (1.1) .hh [on‐ ] n a Vee Ay::, 
62 Ka:  [(et)] 
63  (0.4) 
64 Fr: They'll probably gonna counter ba:ck .hhh with:: (.) w'll I 
65  don't know (.) but, (.) I think sixty‐five is about what they 
66  gotta ha::ve out of it. 
67  (0.8) 
68 Ka: Okay. 
69 Fr: So I don't know. 
70 Fr: What do you think your people'll do. 
71  (1.2) 
72 Ka: .hhh‐ (.) We:ll, if I have anyth'ng say about it, we'll (.) 
73  get it put together(hh) eh [heh heh he[:h 
74 Fr:  [°Yeah° [°okay° 
75 Ka: .hh Uh::m At this point that's the best I know that °they'll 
76  ↑do::. 
77 Fr: Yea:h. 
78 Ka: But I'll sure try to put it together. 
79 Fr: °Kay° 
80 Ka: =Uh::m (.) They::re (.) I'::m REal real comfortable about 
81  their qualifying. 
 1 ((ring))  
 2 ((click))  
 3 Ka: iHello? 
 4 Fr: Katie? 
 5 Ka: ↑Yeah! 
 6 Fr: Frank Stoker 
 7 Fr: ↑Yeah Frank.= 
 8 Fr: =(I) just got home and got cher message. 
 9 Ka: Oh! (.) Well I don't know if I've got good news or not! heh= 
10 Fr: =heh he[h 
11 Ka:  [.hh I got an offer on the Stone? (.) [prop↑erty 
12 Fr:  [O k a y, 
13 Ka: Uh::mm↓ (.)↑How ↓soon can you present it. 
14 Fr: tch .h hhh [He‐] 
15 Ka:  [He']s outta town.= 
16 Fr: =Yeah he was out of town and I think he'll be back tomorrow. 
17  (0.5) 
18 Ka: Okay. .hh[h‐ 
19 Fr:  [I can drop by and present to her:: and she can call 
20  ‘im. 
21  (0.5) 
22 Ka: Oka::y, (.) Uhh[m] 
23 Fr:  [ I ]s it a hurried up (.) deal? 
24 Ka: Yeah. It really is. .hhh They need to get a loan application 
25  made tomorrow if possible. 
26 Fr: ↑Ooh. [Okay, 
27 Ka:  [This is a Vee Ay bo:ndhh. 
28  (1.1) 
29 Ka: .hh Uh (.) eight point nine nine percent bond hh in Vee Ay:: 
30  (.) combination. 
31 Fr: Where can you get that? 
32 Ka: Uh:: ↓‐I (.) I'cn‐ there's‐ hhhh there's money available.=I 
33  can get that. 
34  (1.0) 
35 Ka: Uh::m‐ (.) uhh out of Murchison. 
36  (0.7) 
37 Fr: Hmm. 
38 Ka: For Bunton County. 
39  (0.8) 
40 Fr: (I'll) be ↑darned. °Okay. [(How) about that.°= 
41 Ka:  [ An' t's ah‐  
42 Ka: =It's a new program. 
43  (1.0) 
44 Ka: Uh::m 
45  (1.0) 
46 (): tch 
47  (2.0) 
48 Fr: °Kay,° 
49  (1.0) 
50 Fr: What's the‐ (.) What's the offer. 
51 Ka: Six↑ty fi:ve, hh (0.4) with the seller paying three and a 
52  half discount points.= 
53 Fr: =Oo:h. 
54  (1.5) 
55 Fr: °Inkay,° 
56 Ka: Whattiya you think they'll do with tha::t, 
57 Fr: .hh Well eh‐ ((clears throat)) prob'ly coun↑ter, 
58  (0.6) 
59 Ka: At how ↓much do you suppose. 
60 Fr: We↑::ll, (.) >I don't know if they're gonna pay three and 
61  a‐half< poi::nts. (1.1) .hh [on‐ ] n a Vee Ay::, 
62 Ka:  [(et)] 
63  (0.4) 
64 Fr: They'll probably gonna counter ba:ck .hhh with:: (.) w'll I 
65  don't know (.) but, (.) I think sixty‐five is about what they 
66  gotta ha::ve out of it. 
67  (0.8) 
68 Ka: Okay. 
69 Fr: So I don't know. 
70 Fr: What do you think your people'll do. 
71  (1.2) 
72 Ka: .hhh‐ (.) We:ll, if I have anyth'ng say about it, we'll (.) 
73  get it put together(hh) eh [heh heh he[:h 
74 Fr:  [°Yeah° [°okay° 
75 Ka: .hh Uh::m At this point that's the best I know that °they'll 
76  ↑do::. 
77 Fr: Yea:h. 
78 Ka: But I'll sure try to put it together. 
79 Fr: °Kay° 
80 Ka: =Uh::m (.) They::re (.) I'::m REal real comfortable about 
81  their qualifying. 
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Editor's note: A recorded excerpt of this negatiation may be downloaded from http://www.pon.harvard.edu/publications/negotiation‐journal/.

© 2010 President and Fellows of Harvard College. Published under a Creative Commons Attribution-NonCommercial 4.0 International (CC BY-NC 4.0) license.
2010
President and Fellows of Harvard College
This is an open-access article distributed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License, which permits unrestricted use, distribution, and reproduction in any medium, provided the use is non-commercial and the original work is properly cited. For a full description of the license, please visit https://creativecommons.org/licenses/by-nc/4.0.