Read each of the following questions carefully prior to beginning your negotiation. It is important

to take detailed notes during your negotiation for later reference. You are required to submit a

reflection paper answering each of the questions outlined below following completion of your

exercise. These questions are to be answered individually. Do not answer the assignment

questions with your negotiating partner. There are no specific length requirements for your

reflection paper. Generally, a well done reflection paper ranges between $1-3$ pages $($double

spaced, Size $12$ Times New Roman font$).$ Review the $$Formatting Guide for Negotiation Reflection

Papers$$ and $$Formatted Example for Negotiation Reflection Papers$$ documents in our LMS and

type your assignment accordingly. When done, you must upload your reflection paper in our LMS$.$

$1.$ Were you were the buyer or the seller?

$2.$ How would you characterize this situation? Is it primarily a bargaining or negotiation situation?

And does it appear to be distributive or integrative?

$3.$ Would you say this situation is primarily about value claiming or value creation?

$4.$ What type of conflict $($from Lecture $1)$ does this situation represent? Is it intrapersonal,

interpersonal, intragroup, or intergroup?

$5.$ Looking at the Dual Concerns model from Lecture $1,$ which strategy are both parties likely to

pursue? Is it yielding, problem solving, compromising, inaction, or contending?

$6.$ What was your starting point and why? What was your target point and why? What was your

walkaway point and why?

$7.$ What, if any, were your alternatives to reaching an agreement with the other party? What, if

any, were the other party$$s alternatives?

$8.$ What, if any, hardball tactics did you or the other party use during your conversation? Why did

you choose to use the hardball tactics that you did? Or$,$ if you didn$$t use any, why not?

$9.$ Did you reach an agreement in this negotiation? If so$,$ how satisfied are you with the price? If

not, are you satisfied that you did not agree? Why?

$10.$ If you reached a settlement, how does the settlement price compare to your target price, to the

buyer$$s opening offer, and to the lowest $($highest$)$ price that you were willing to accept? Who

$$won$$ in this exercise?

$11.$ Who made the first offer? Does it matter who puts out the first number? Do you want to be

the person making the first offer, or the person hearing the first offer? Why? Under what

circumstances might your answer be different?

$12.$ Please comment on your negotiation partner. Include his$/$her name and indicate whether he$/$

she was adequately prepared, whether he$/$she took the exercise seriously, and whether you

experienced any difficulties with him$/$her $($during scheduling or the actual negotiation$).$

$2$

MGMT $4482$ Distance Education Internet

Instructions

This negotiation exercise is entitled $$The Used Car$$ and involves the back and forth between a

prospective buyer of a used car and the car$$s owner $($i$.$e$.$ the seller$).$ Both parties are private

parties and are strangers to one another. In this scenario, you are the buyer. Your task is to

achieve the best deal possible for yourself $($i$.$e$.$ buy the car for the lowest price you can.$)$ However,

you are not obligated to buy the car $($you may prefer the alternative outlined in your role

information.$)$ Read the role information for the buyer below and think carefully about the material

we have covered thus far in class. Then, you must $$meet$$ with the seller to complete this

negotiation. You are strongly encouraged to use a web conferencing program $($in which you can

see each other and hear each other; e$.$g$.$ WebEx, SabaMeeting, etc.$)$ to complete this negotiation

exercise; however, a phone call is also acceptable. Completing this negotiation exercise by email$/$

text $($or the like$),$ is unacceptable. Following the completion of your exercise you must type your

reflection paper answering each of the questions posed and upload it within our LMS$.$

Background

You are about to negotiate the purchase of an automobile. You found this automobile advertised

in the local newspaper and thought it might be a good fit for your driving needs. Before

advertising it$,$ the seller took the car to the local Volkswagen dealer, who provided the following

information:

Volkswagen Jetta $2\mathrm{.}5$ sedan, five$-$cylinder, automatic transmission, power steering, air

conditioning, front$-$wheel drive, dual air bags, cruise control.

Black with gray interior, power door locks, power windows, and AM$/$FM$/$CD stereo.

Mileage: $51,000$ miles; radial tires expected to last another $30,000$ miles.

Fuel economy: $22$ mpg city, $30$ mpg highway; uses regular $(87$ octane$)$ gasoline.

No rust; dent on passenger door barely noticeable.

Mechanically perfect except exhaust system, which may or may not last another $10,000$ miles

$($costs $$600$ to replace$).$

Asking Price: The ad simply said $$Negotiable$.$

Blue book values: retail, $$13,200$; trade$-$in$,$ $$9,250$; private party, $$10,250.$ Car has been locally