国际商务谈判模拟实训 Sales for a Secendand Car 5(Part A)

Negotiation team members
Lead negotiator：QianWang Owner of the car：ZhouLingli Appraiser ：FuZecai Intermediary：GaoSiyuan
Negotiation Goal
Ideal price :$4200 Acceptable price :$3900 Lowest price :$3600
Negotiation Blueprint
Our Background
We have advertised our 5-year-old Chevrolet for sale at a price of $4200 . It’s a gray ,4-door sedan with air conditioning ,power brakes ,and automatic transmission .It has a V6engine(six cylinders arranged in V formation).
Negotiating specific ideas
Our situation analysis Core interests 1. Get the largest profit ，Also is to strive for
the highest clinch a deal the price 2. Establish friendly relationship with each other,
Buyer’s Background
Buyer have been sent by his company to work in the city for a few years .He need a car for temporary use .He have to start his work in three days .Time is limited .
Negotiating specific ideas
strength
It is a gray,4-door sedan with air conditioning, power brakes, and automatic transmission. It has a V-6 engine (six cylinders arranged in V formation)
weakness
It has a reasonably clean interior, and some exterior scratches and rust spots. And many other parts need to replace
opportunity
someone offer to buy the car
Details来自百度文库about our Car
We are the original owner .And we have driven the car 42000 miles .It has a reasonably clean interior and some exterior scratches and rust spots .The tires probably will have to be replace in about 10000 miles ,the brakes may have to be relined after about 5000miles .The floor mats are worn and there is a dent in the right front door .The springs in the driver’s seat are weak . The automatic transmission leaks and so on.
Weakness
They need a car for temporary use and have to start work in three days .That means the buyer is badly in need of the car
no friendship in business 3. Consider of the condition of the Chevrolet and
the Advertising on the price. We decide to Set the price at $ 3600 4.We want to negotiate the best possible deal for themselves. We are not concerned about the other party 5.Say whatever we think will advance we interest. We can introduce additional facts and assert opinions that would be plausible in the situation
threat
Three people have responded to your advertisements. T he first two made no bid after seeing the car, but said they might call if they were interested. This is the last one who wants to buy the car.
Buyer’s Situation Analysis
Core interests
1.Buy the secondhand car at the lowest price
2.endeavour to reach the business
Strength
They can collect many defects about our car