Negotiating at the table

Trident University International NCM 512 Module 3 SLP Mary Ray, PhD, RNINTRODUCTION There are many situations negotiators face where resources are limited, one partys gain is the other partys loss, and the best approach is to focus on claiming the majority of those limited resources. (Lewicki et al, 2010) This quote from Lewicki opened the beginning of the last SLP when the discussion focused on preparation for negotiation in this instance when arriving at the point of actual negotiations, it also applies. Both parties have prepared and are ready to enter the phase(s) of bargaining at the table. There are many models that describe a three step method discussion, proposals, conclusion despite which school of thought one prescribes to, the process of preparation, discussion, proposal bargaining, and conclusion apply. Part I Background and Settings The situation described in the following is very much like the last one, where we discussed the purchase of a vehicle. However, in this example the professional car salesman lost customers sue to his lack of following a process to ensure that there was a win-win meet in the end. My wife and I were going to purchase our first new vehicle together. We had purchased a used car in the past however the customer/dealer relationship was completely different than the one we encountered. Part II How was it Negotiated Being a first time car buyer carries with it tremendous pressure since you are going tte-a- tte with a person who sells vehicles and negotiates for a living. Being a young couple, we had done some homework on the car we wanted to purchase color, make, and model. We did some shopping around visiting several local dealers to see the price range for the vehicle we wished to purchase (this was before you could Google everything). Therefore, we had prepared ourselves to enter negotiations with the dealer that we felt comfortable in dealing with. On our negotiation team were myself, my wife, and my father (I said we