Reading the negotiation as a seller play roll

Reference no: EM133216467

Assignment:

Please read help me solve the questions after reading the Negotiation as a seller play roll

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.

A) Explore Interests:

1) Gather and exchange information

Share all the information you have about the situation

2) Specify your interests and elicit others

Share what is important to you and ask about the CHEAPBFVs of the persona you are negotiating with

3) Identify common interests

How to Determine which, if any interests you have in common.

4) Form neutral goal statement

Come up with a goal statement that follows the formula: We will come up with a solution that meets your needs for X, my needs for Y and our shared interest in Z.

B) Problem Solve & Form Agreement

1) Generate options

Brainstorm how you could come to a deal.

2) Determine Suitability of Options

Establish the way you will evaluate those ideas to determine if they work for both parties.

3) Specify who will do what, where & when

HOw to Create an action plan for how you will execute the agreement

4) Determine criteria for evaluation

Establish how you will check in on the agreement to be sure it is truly win/win.

Reference no: EM133216467

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