国际商务谈判案例(0522)

Simulation:

Directions: Do simulation for distributive negotiation. Try to maximize your interest. You would do some analysis before opening the negotiation.

Sales for a Second-hand Car

For the Seller

You have advertised your 5-year-old Chevrolet for sale at a price of $4,200. It is a gray, 4-door sedan with air conditioning, power brakes, and automatic transmission. It has a V-6 engine (six cylinders arranged in V formation).

1. Condition

You are the original owner. You have driven the car 42,000 miles. It has a reasonably clean interior, and some exterior scratches and rust spots. The tires probably will have to be replaced in about 10,000 miles. Tires cost between $45 and $110 each, depending on quality and life of tire tread. The floor mats are worn and there is a dent in the right front door. The springs in the driver’s seat are weak.

Ralph’s manual of Used Car Prices, a publication sold in store magazine racks, lists the average retail price for a basic Chevy like yours as $3,400. A “basic” car has power steering, power brakes, and automatic transmission. Average condition means driven 10,000 miles a year, and with average dents, rust, or mechanical problems. The actual selling price may be 50% less to 90% more than the average price. You have seen cars like this advertised for 6,000 with claims that they were low mileage and in excellent condition. Occasionally some are advertised for $2,500 saying they are in good running condition. Most advertisements are between $3,000 and $4,400. The Chevrolet is a moderately popular car in your area.

2. Background

Three people have responded to your advertisements. The first two made no bid after seeing the car, but said they might call if they were interested. Five days have passed and you have not heard from them. The present prospect has driven the car, has inspected it, and wants to make a bid. This is the only promising prospect you have.

You want to get as much as you can for your car. You felt that you should reject bids below $3,600. You want payment in cash or certified check, and the car picked up within three days.

3. Negotiation

You want to negotiate the best possible deal for yourself. Your are not concerned about the other party. The buyer is a complete stranger and you will not see him again after this negotiation. You are meeting in a coffee shop near your home.

Saying whatever you think will advance your interest. You can introduce additional facts and assert opinions that would be plausible in this situation.

For the Buyer

You are looking for a second-hand car and have found a 5-year-old Chevrolet for sale at a price of $4,200 sedan with air conditioning, power brakes, and automatic transmission. It has a V-6 engine (six cylinders arranged in V formation).

1. Condition of the car

The car has covered 42,000 miles. It has a reasonably clean interior, and some exterior scratches and rust spots. The tires probably will have to be replaced in about 10,000 miles. Tires cost between $45 and $110 each, depending on quality and life of tire tread. The floor mats are worn and there is a dent in the right front door. The springs in the driver’s seat are weak.

Ralph’s manual of Used Car Prices, a publication sold in store magazine racks, lists the average retail price for a basic Chevy like yours as $3,400. A “basic” car has power steering, power brakes, and automatic transmission. Average condition means driven 10,000 miles a year, and with average dents, rust, or mechanical problems. The actual selling price may be 50% less to 90% more than the average price. You have seen cars like this advertised for 6,000 with claims that they were low mileage and in excellent condition. Occasionally some are advertised for $2,500 saying they are in good running condition. Most advertisements are between $3,000 and $4,400. The Chevrolet is a moderately popular car in your area.

2. Background

You have been sent by your company to work in the city for a few years. You need a car for temporary use. A second hand car suits the purpose best. You have to start your work in three days. Time is limited.

You have contacted with original owner. After driving the car and taking necessary check on the car, you have decided to make a bid. You estimate that the owner’s bid will be between $4,200 to $2,500.

Saying whatever you think will advance your interest. You can introduce additional facts and assert opinions that would be plausible in this situation.