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 any 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 ***** satisfied with a purchase that will be far less expensive than o*****r used cars on the market. Moreover, the car retains some degree of panache as a vintage automobile, and in spite ***** its cosmetic flaws h***** an aesthetic appeal. Only one ***** 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 ***** my partner, ***** buyer, ********** $300 in keeping with the offer by the salvage comp*****. Settling ***** $400 represented a bland *****romise 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 negoti*****tion can become.

***** 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 ***** Hemings listing, I floundered *****out 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 ***** to ***** son and me. The Best Altern*****ive ***** Negotiation Agree*****nt (BATNA) might have been $300, but a more skilled negotiator would have dismissed ***** as low BATNA ***** and confidently assumed the challenge of acquiring a more rea*****able sum ***** the car.

Another surprising feature of our ***** was the lack ***** back-and-forth collaboration and dialogue. In short, we did not engage in integrative bargaining or dynamic negotiation. I simply spat out my asking price based on what I had expected to receive ***** 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 ***** asked, for example, what he wanted to use the ***** *****, if he has owned a similar automobile, and whether or not he was a collector. Had I gleaned some extra information ab***** my partner, the two of us could have worked harder on "creating" value ***** ***** "claiming value." As ***** case progressed I realized that I had succeeded at neither.

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


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