You are about to negotiate the purchase/sale of an automobile. The seller advertised the car in the local newspaper. (Note: Both role-players should interpret "local" as the town in which the role-playing is occurring.) Before advertising it, the seller took the car to the local Volkswagen dealer, who has provided the following information:

2006 Volkswagen Jetta 2.5 Sedan, five-cylinder, automatic transmission, power steering, air conditioning, front-wheel drive, dual air bags, cruise control.

Black with grey interior, power door locks, power windows, and AM/FM/CD stereo

Mileage: 51,000 miles; radial tires expected to last another 30,0000 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 (cost $600 to replace).

Blue book (2005) values: retail, $13,200; trade-in, $19,250; private party, $10,250.

Car has been locally owned and driven (one owner).

1.You are about to develop a plan for that negotiation: state what are the major dimensions you should address in a planning for successful negotiation? How would you rank these issues in order of importance?(6 marks)

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2.What are the terms or issues which will require negotiation in order to resolve this dispute? If your negotiation fails, what is your BATNA?(4 marks)

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Which negotiating style and strategy do you intend to use?