Negotiation SimulationTask.pptVIP

Knowledge Review Module Four - Bargaining What is a BATNA? What functions or dysfunctions does it have? What forms can negotiation power take of? What are the sources of negotiation power? Functions and dysfunctions of negotiation power. Please differentiate ‘power’ and ‘influence’. How can we dance with elephants? Causes of and solutions to an impasse. Is it always appropriate to take a distributive attitude toward negotiation in a one-off transaction? Case Briefing Module Four - Bargaining Background Preparation Already Done by Both Parties PRESENTATION Module Four Bargain to Advance Your Interest Representatives of Group 7 and Group 8. TASKS Module Four – Bargaining Discuss and agree, within your subgroups, on the points listed in the end of the material. Simulate the negotiation with the other half of the group to conclude a good deal. Remember to submit your daily group report. Group 9 – prepare for presentation on Friday about How to cope with cultural differences in the negotiation. Background Information – the Car the Seller The Car gray Chevrolet 5-year-old V-6 engine 42000 miles 4-door sedan worn floor mats automatic transmission a dent in the right front door weak springs in the driver’s seat some exterior scratches and rust spots tires to be replaced in about 10,000 miles brakes to be relined after about 5,000 miles a new gasket required for the leaking transmission The Seller original owner of the Chevrolet bought a new Pontiac 6 weeks ago the new car to be delivered in a week’s time Background Information – the Car the Buyer The Car same information known to the buyer as to the owner The Buyer newly sent to work in the city for a few years looking for a 2nd -hand car for temporary use having to start your work in three days Preparation Done by the Seller Trade-in @ $2,200: Market research for prices: Knowledge about spare parts: Bottom line: Visitors received: Bids received: declined! yes! yes! $3,600 3 nil Preparation Done by the Buyer Knowledge