Amanda Sadek
z5018680
MGMT3721 Negotiation Skills Plan 1: Used Car Worksheet
Planning Element
Interests
1
Answer
Short term:
1. Own a German car (tangible)
2. To have a more comfortable mode of transport to work and other leisurely activities (intangible)
Medium term:
1. Pay off my mortgage to the holiday house/house I will retire in with my partner (tangible)
Long term:
1. Have enough money to retire comfortably with my partner (tangible)
2. Continue to be well-respected in the community (intangible)
Goals
1. Sell my Subaru to help purchase my Volkswagen
2. To reduce the costs of any loans I may have
3. Continue working until I am 70
4. Pay off mortgage
5. Continue volunteering at the hospital in my free time
Objectives
1. Sell the Subaru today for at least $24,000
2. Purchase the Volkswagen tomorrow
3. Have enough money for the down-payment on the Volkswagen (at least $24,000)
4. Attempt to reduce my personal loan interest by selling the Subaru for a higher price
Amanda Sadek
z5018680
MGMT3721 Negotiation Skills Plan 1: Used Car Worksheet
2
BATNA
Go to one of the six Subaru dealers to see if they can offer a better deal
Bargaining mix
Importance: Issue you intend to negotiate
Price of car
1.
2.
Exhaust system
3.
Tyres
4.
Dent
5.
Servicing
Choice of strategy
Distributive strategy – with primary motivation (maximising own outcome)
Choice of tactics
Find out target and resistance points
Do not give away what my target and resistance points are – say and do as little as possible
Frame everything (especially concessions) as more of a benefit to them than to me so as to alter
impressions and get a better deal
Amanda Sadek
z5018680
Planning points
MGMT3721 Negotiation Skills Plan 1: Used Car Worksheet
Bargaining mix issues
1. Price of car
Opening offer
$36,000
Target Price
$30,000
Resistance Point
$24,000
2. Exhaust system...