Reference no: EM133221494
Assignment:
Please read the assignment and help me solve the questions below:
Negotiations: Role: Seller
You are the owner of a car dealership in a small town. You took the business over about 2 years ago and things have been going pretty well. You are focused on building a strong presence in the community and a long term relationship with your customers. Your hope for the business is to be the 1st choice for people in the community for a lifetime of vehicle purchases. Recently, you have invested significantly in increasing your inventory and because of this investment, you have been experiencing a cash flow squeeze. It would be a relief for you if you could close a sale for as much cash as possible. You would really like to move inventory off the lot to get a bit of breathing room on the cash flow front. You also want to ensure you are building a strong client base in the community. As a new business owner you have been thinking a lot about how to generate more business and have been scratching your head about how to best market your business.
On your lot, you have a 2012 Hyundai Elantra you took as a trade in, you paid the owner $9000 and would like to sell the car for at least $12 000 to be able to ease your cash flow issues. The car has 65,000 kms., one owner, no prior accidents and the sticker price is $13 000 which includes a 6 month vehicle warranty. A new grad comes in and is very interested in the car.
Questions:
1) Express collaborative / team approach
Indicate that you want/ intend to work together collaboratively to resolve the issues.
2) Confirm time / breaks
Discuss how the negotiation will proceed from a time perspective. How will you handle breaks and running out of time.
3) Determine authority
Ensure you have decision makers that need to be involved.
4) Establish guidelines for discussion
Set ground rules for how you will work together.
Stage 2: Define Issues and Set Agenda
5) Set goal for the session
How to create a big picture goal about what you hope to achieve in the negotiation. At the end of this negotiation, we will....
6) Clarify issues from both parties
Identify the full list of issues to be resolved.
7) Form agenda and priorities
Put the list of issues into order in terms of which you will deal with 1st.
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