Negotiation and Customer

Negotiating as a Used Car Salesman Edward B., a used car salesman for a local Houston franchised auto dealership, granted an interview describing his experience with negotiating as a used car salesman, providing that his last name and place of employment not be disclosed. Edward’s official job title is pre-owned sales representative and he defined his job as selling used vehicles while achieving and maintaining appropriate levels of gross profit, volume, and customer satisfaction. As a veteran in the auto industry for twenty-three years, he holds a lot of negotiation experience. Edward feels that although official training is always provided, he has mostly learned from experience. (personal communication, October 26, 2011)
Perspective Description of Negotiation Process When asked to describe the negotiation process from his perspective, it was discovered that his description resembled Greenhalgh’s seven phases of negotiation. (Greenhalgh, 2001) Greenhalgh’s seven phases of negotiation include preparation, relationship building, information gathering, information using, bidding, closing the deal, and implementing the agreement. During the preparation phase, critical information is acquired and determined such as the negotiator’s bottom line, goals, and opening offers. (Craver, 2003) The negotiator must accept that knowledge is power during negotiations because those who thoroughly prepare for the negotiation generally achieve more beneficial results than those who do not. Preparation allows the negotiator to possess greater knowledge and confidence in their positions to value their impending interactions. (Craver, 2003) The outcome of increased confidence overshadows the less prepared opponent, resulting in those persons questioning their own positions. Taking the time to build relationships or develop rapport with the opposing negotiating party can contribute to establishing a mutually supportive environment, which reduces the

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