Business Finance - Management QSO 349 Homework ( week 6)

In response to your peers, comment on whether you agree or not with the suggested negotiating style(s) and support your opinions with material from the resources.

To complete this assignment, review the Discussion Rubric PDF document.

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Ryan Cardwell

For this case example, there were two sort of separate negotiations that we looked at. The first occurred when the family came back to dealership ready to buy and they had to decide which trim level to get. The second set of negotiations occurred when the parents were discussing price with the dealer. In the first scenario the parents can be seen as "problem solvers". This means that they valued both their relationship with their daughter and the outcome of the purchase. While they did concede to her choice, they were still perfectly happy with that trim model and it spared their personal relationship. Their daughter, however, was not concerned with how her words would affect the relationships with her parents and instead worried about the vehicle which puts her in the "competitor" style. The dealer was initially on everyone's side which could be viewed as a "compromiser". When it came to the price negotiations, however, the dealer fell more under the "competitor" category because his only concern was selling the vehicle and he played hard ball by not compromising on the price at all. The parents could be seen as "accommodators" in this scenario because they caved to the dealer's demands because they wanted their daughter happy.

Overall I think most parties were satisfied with the outcome but it would have been a bit more advantageous for the parents to fall further into the competitor category. Regardless of the result, their daughter would have still loved them and there are always other car lots they could go to. This was their first negotiation and it may have been better to leave all together or fight a little harder on the price.

References

Lindstrom, D. (2015). Procurement Project Management Success. J. Ross Publishing. https://mbsdirect.vitalsource.com/books/9781604277470

Skill Dynamics. (2012, March 19). Negotiation course: negotiation styles - Procurement training - Purchasing skills [Video]. YouTube. https://www.youtube.com/watch?v=YkiaJShzLN0

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Brooke Anderson

Hello Classmates,

I like how our chapter 8 reading dissected the Case Example 1, Shopping for a Car. It seems the family really started out strong when they decided to begin the project of buying Abby a new car. It’s when they are at the dealerships that they begin to make negotiating blunders. This resulted in ultimately giving the car salesman all the negotiating power. As for negotiation styles, the family started off all in agreement, of what would and would not occur on their outing to the dealership. “This portrayed the the win-win strategy because their agreement was a solution that gave mutual gain between all three” (Lindstrom, 2015). Sheila easily caved in and broke the win-win strategy when she fell for one of the classic salesmen pressure tactics. Bill seemed to let Sheila’s strategy change impact him because then he took a seat in the salesmen’s office. This is something you shouldn’t do if you do not want to purchase a vehicle at that time. Abby also changed up her position and switched to the hardball strategy when the conversation about vehicle trim occurred. The car salesman lead the negotiations from the get go. He also capitalized on the opportunity to use the win-win strategy as well, in direct response to the families car trim disagreement. I think the most effective strategy was for the family to use the win-win. They also should have decided to let Bill be the one, and only person having conversations with the salesman.

Reference:

Lindstrom, D. (2015). Procurement Project Management Success. [VitalSource Bookshelf10.0.2]. Retrieved from vbk://9781604277470

Have a great week!

Brooke