Negotiation Paper
Negotiation Paper
This paper will discuss a car sales negotiation and the roles of communication and personality in negotiation and how the contributed to or detracted from the negotiation. On February 5, 2010, Rodger a real estate agent began searching for a new car. Rodger had received a loan from his bank in the total of $15,000 with stipulations. The car had to be a 2006 or better, with a 9.9% interest rate, and a $5,000 deposit. Rodger decided he wanted a used car but one that was fairly new and with a reasonable price. Rodger had visited all the well known car dealerships websites such as Ford, Toyota, Honda, Hyundai, and many more. Thomas could not decide what to do. Rodger asked for advice from all sorts of people including his parents. His father knew someone who worked at a car dealership and they set up an appointment to go meet with him. Upon entering the car dealership for his appointment Rodger brought all his information with him that he had previously gathered from other resources. When starting to negotiate the dealer asked Rodger to take a look around at the cars to see what type of car he wanted to invest in. Rodger already knew what he wanted and how much he wanted to spend. He expressed this to the dealer and he explained to the dealer what his bank had already stipulated. The dealer responded by telling Rodger he can get him in the car he wanted at a better interest rate and it would be a 2010 vehicle. The dealer asked what color car he wanted and Rodger replied silver. The dealer began working on the sale. The dealer ran into a problem with that particular vehicle, the amount was over what Rodger’s credit said he can afford (debt to ratio). So the dealer asked Rodger if he would be willing to switch to a light blue car with just a few thousand miles on it but it still was a 2010. Rodger agreed. The dealer started re-working the sale. After a while the dealer told Rodger he can get
This paper will discuss a car sales negotiation and the roles of communication and personality in negotiation and how the contributed to or detracted from the negotiation. On February 5, 2010, Rodger a real estate agent began searching for a new car. Rodger had received a loan from his bank in the total of $15,000 with stipulations. The car had to be a 2006 or better, with a 9.9% interest rate, and a $5,000 deposit. Rodger decided he wanted a used car but one that was fairly new and with a reasonable price. Rodger had visited all the well known car dealerships websites such as Ford, Toyota, Honda, Hyundai, and many more. Thomas could not decide what to do. Rodger asked for advice from all sorts of people including his parents. His father knew someone who worked at a car dealership and they set up an appointment to go meet with him. Upon entering the car dealership for his appointment Rodger brought all his information with him that he had previously gathered from other resources. When starting to negotiate the dealer asked Rodger to take a look around at the cars to see what type of car he wanted to invest in. Rodger already knew what he wanted and how much he wanted to spend. He expressed this to the dealer and he explained to the dealer what his bank had already stipulated. The dealer responded by telling Rodger he can get him in the car he wanted at a better interest rate and it would be a 2010 vehicle. The dealer asked what color car he wanted and Rodger replied silver. The dealer began working on the sale. The dealer ran into a problem with that particular vehicle, the amount was over what Rodger’s credit said he can afford (debt to ratio). So the dealer asked Rodger if he would be willing to switch to a light blue car with just a few thousand miles on it but it still was a 2010. Rodger agreed. The dealer started re-working the sale. After a while the dealer told Rodger he can get
References: Kopelman, S., Rosette, A., and Thompson, L. (2006). The three faces of eve: Strategic displays of positive neutral and negative emotions in negotiations. Organization Behavior and Human Decision Processes, pages 99 (1), 81-101. McGraw-Hill