Car Buying Negotiations Management Essay Research Paper

Car Buying Negotiations
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PLANNING DOCUMENT OUTLINE
Name: ___________________________
Negotiation: ___________________________
Role: ___________________________
1. What issues are most important to you? (List five in order of importance)1. Identify a car that meets my performance criteria without being overpriced (value for money)
2. The price of the car model is affordable and comparable to other car dealership s
3. Select the best alternative in the negotiation.
4. Influence the negotiation and agreement
5. Make the purchase
2. What is your BATNA? Reservation Price?Target?
* BATNA: Look for cheaper alternative with a different car sales company and car salesman
* Reservation Price $ $10,500
* Target Price $ 9,500
Purchasing a new car
Best Alternative to a Negotiated Agreement (BATNA)
3. What are your sources of power?
* Competitive offers and price comparison with other dealers and websites
* The salesman’s willingness to negotiate an agree
* Selecting the best alternative
* I make the final decision whether to purchase the car.
4. What issues are most important to your opponent? (List five in order of importance)
1. Sell at a higher price
2. Connecting with the customer to make the sale
3. Exercising the negotiator's power
4. The greater capacity to influence the negotiation than the buyer
5. Customer retention
5. What is your opponent’s BATNA? Reservation Price?Target?
BATNA: Look for another buyer willing to buy at a higher price
Reservation Price $ 10,000
Target Price $11,000
6. What are your opponent’s sources of power?
* The priceought to coincide with version of the model, but the car sales person can sell the basic version at higher prices.
* Seller claim that he has a few buyers in mind who have shown willingness to buy at his preferred price
* Seller shows no hurry in selling as he is unwilling to sell at a low price at the moment and will wait for higher price or better offer.
* Knowledge on the car means that the salesman can takes the opportunity to show me other models in the same range with a higher price or a version of the model with more extras and at a higher price.
* Credibility with the customers, which is associated with mutual trust and willingness of the buyers to purchase from the car salesman.
7. What is your opening move/first strategy? Other important information?
One of the first things is to state that one has researched market value for bo...