Essay - Negotiations Although not an Actual Batmobile, My Son's 1964 Plymouth...

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***** not an actual Batmobile, my son's 1964 Plymouth Fury nevertheless has some salient selling features which I hoped to convey to potential buyers. The Fury may not be able to fly or perf*****m ********** remotely fancy functions, but my son had diligently rebuilt the engine ***** mint condition and ***** car drives wonderfully. Even if the car is not a collector's item, at least its buyer will ***** sat*****fied with a purchase that will be far less expensive than o*****r used cars on the market. M*****eover, the car retains ***** degree of panache as a vintage automobile, and in spite of its cosmetic flaws has an aesthetic appeal. Only one buyer appeared genuinely interested: my partner in the simulation. Our process of negotiation proceeded much as a typical by-owner sale would. We compromised on ***** price. I, the owner, asked for $500 and my partner, ***** buyer, ********** $300 in keep*****g with the offer by the salvage company. Settling on $400 represented a bland compromise that did not involve true collaboration because of the nature of ***** deal. The simulation revealed several potential weaknesses in the negotiation process and revealed how surprisingly challenging a seemingly simple negotiation can become.

***** entering into negotiations in earnest, I should have refused to grow deterred by ***** lack ***** demand for the ***** Fury. Without an official market valuation of the automobile, such as through the Hem*****gs listing, I floundered throughout the negotiations procedure. Essentially I based the automobile's value on the salvage operator's offer of $300. My undervaluing the ***** stemmed directly from ***** fears ***** I would be lucky to get a penny more than $*****. As a motivated seller, I started my bargaining too low and assumed the car was worth much less than it actually was, at least to ***** son ***** me. The Best Alternative to Negotiation Agree*****nt (BATNA) might ***** been $300, ***** a more skilled negotia*****r ***** have dismissed ***** as low BATNA ***** and confidently assumed the challenge of acquiring a ***** re**********able sum for ***** car.

A*****her surprising feature of our negotiations was the lack ***** back-and-forth collaboration and dialogue. *****n short, we did not engage in integrative bargaining or dynamic negotiation. I simply spat out my asking price ***** on what I had expected to receive based on the BATNA. F*****getting ***** ***** of the engine and ***** other possible features my partner valued when he did spend time looking under the hood, I failed to probe my partner for his needs. I should have asked, for example, what he wanted to use the car *****, if he has owned a similar automobile, ***** whether or not he was a collector. Had ***** gleaned some extra information ab***** my *****, the two of us could have worked harder on "creating" value ***** on "claiming value." ***** ***** case progressed I realized that I ***** succeeded at neither.

The brevity and lackluster nature of the ***** ***** ***** of the most frustrating


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