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 perform any remotely fancy functions, but my son had diligently rebuilt the engine to mint condition and the car drives wonderfully. Even if ***** car is not a collec*****r's item, at least its buyer will ***** satisfied with a purchase that will be far less expensive than other used cars on the market. Moreover, the car retains ***** degree of panache as a vintage automobile, and in spite of its cosmetic flaws h***** 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 the price. I, the owner, asked for $500 and my *****, ***** buyer, offered $300 in keep*****g with the offer by the salvage company. Settling ***** $400 represented a bland compromise that did not involve true collaboration because of the nature of ***** deal. The simulation revealed several ***** weaknesses in the negotiation process and revealed how surprisingly challenging a seemingly simple negotiation can become.

Before entering into negotiations in earnest, I should have refused to grow deterred by ***** lack of demand for the Plymouth Fury. Without an *****ficial market valuation of the automobile, such as through the Hem*****gs listing, ***** floundered *****out the negotiations procedure. Essentially I based the automobile's value on the salvage operator's ***** of $300. My undervaluing the car 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 ***** it actually *****, at ***** to my ***** and me. The Best Altern*****ive ***** Negotiation Agree*****nt (BATNA) might ***** been $300, ***** a more skilled negotiator would have dismissed ***** as low BATNA price and confidently assumed the challenge of acquiring a more re*****sonable sum for the car.

An***** surprising feature of our negotiations was the lack ***** back-and-*****th 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. For*****ting the ***** of the engine and the other possible features my partner valued when he ***** spend time looking under the hood, I failed ***** probe my partner for his needs. I should ***** *****, for example, ***** he wanted to use the car *****, if he has owned a simil*****r automobile, ***** whether or not he was a collector. Had I gleaned some extra information about my *****, the two of us could have worked harder on "creating" value than on "claiming *****." ***** the case progressed I realized that I had succeeded at nei*****r.

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


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