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

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 V-6engine(six cylinders arranged in V formation). 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 . Details 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. 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 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, 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 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 repl