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

第五组 B组 第五组 B组 Sales For a Secondhand Car Our Background： Our client have been sent by his company to work in the city for a few years,and need a car for temorary use,so he think that the second car suits the purpose best. Now we are looking for a second hand car and have found a 5-year-old Chevrolet for sale at a price of $4200.We have contracted with the original owener.After driving the car and necessary check on the car,we have decided to make a bid. The seller purchased a new Pontaic six weeks ago and have to take delivery within the next 7 days.They declined the dealers trade-in offer because they thought they could get a better price by selling the car themselves. They have advertised their 5-year-old Chevrolet for sale at a price of $4200. Three people have responded to their advertisements, and the first two made no bid ,but the last one wants to make a bid which is the only promising prospect they have. The sellers background: Team members: Decision-maker: Ma Chaowei Lead negotiator: Peng Jianmei Legal adviser: Yang Yanqing Appraiser： An Hexin Recorder: liu Xingxing Negotiation objectives： The most ideal goal：$2500 The acceptable price :$3600 The maximum goal：$3700 SWOT Analysis（the buyer） Strength:the car isn’t in good condition, for example,some exterior scratchers and rust spots. the tires probably will be replaced in about 10000 miles;the average retail price for a basic second car advertised as $3400,there are some advertised for $2500. Weakness: We have to get a car within 3 days. time is limited. Opportunity: The seller is ready to buy a new car Pontiac ,he is willing to sell the old car and need some cash or certified check . Threats: The quality of the car is not very well and there are a lot of problems with it. There are two potential competitors for the car in the market . Strength: It is a gray,4-door sedan with air conditioning, power brakes, and automatic transmission. It has a V-6 engine