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Distributive Bargaining Essay

963 words - 4 pages

Distributive Bargaining
Bonnie Stapleberg
Grantham University

Abstract

Michelle
Michelle will need to plan and prepare for her negotiation with the Toyota salesperson, if she goes to the dealership properly prepared she will have a better chance of, Being respected by the salesperson, and get as close if not right on the amount of money she wants to pay for the Highlander.
The first thing she should do is go to Kelly Blue Book and find out what her trade in vehicle is worth, and have that information with her when she goes to the dealership. The next thing is to research all the options she wants, the color, leather seats, etc. Michelle can also contact the other ...view middle of the document...

The salesman is only the liaison between the customer and the sales manager, the sales manager makes all the final pricing decisions so the salesman should not make any promises to Michelle that he will not be able to keep.
As soon as the salesman knows Michelle is ready to buy a car, he should stay with her, offer her a coffee or some water, and make her feel comfortable. Then begin the negotiation process.
The Plan
With all her research in hand Michelle goes to the dealership and meets with the salesman, she tells him she is interested in the 2013 highlander they have on the lot and would like to test drive it. Without giving any information she drives the car and goes back to the dealership and sits with the salesman. He tells her about a $1500 off or 0% financing for 5 years, her price would be $28365 if she took the $1500 off and $29000 if she decided on the financing.
Michelle did her research and knows the highest price she can afford is $20365, and she has not told him about the trade in, and she wants the 0% financing. Michelle sets her target point at $20365 with her trade and 0% financing. So Michelle asks the salesman what the absolute lowest price she could get with the financing the salesman says $28900, this would be his target point.
Now Michelle reveals she would like to trade in her old vehicle, she hands the Kelly Blue Book printout to the salesman, it sales her car is worth $14000, what can you do for me now Michelle asks? This is a good time to use this tactic, now the salesman takes her old car to be examined and brings the blue book value to...

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