- 1、下载文档前请自行甄别文档内容的完整性，平台不提供额外的编辑、内容补充、找答案等附加服务。
- 2、"仅部分预览"的文档,不可在线预览部分如存在完整性等问题,可反馈申请退款(可完整预览的文档不适用该条件!)。
- 3、如文档侵犯您的权益，请联系客服反馈,我们会尽快为您处理(人工客服工作时间：9:00-18:30)。
Team members:
Decision-maker: Ma Chaowei Lead negotiator: Peng Jianmei Legal adviser: Yang Yanqing Appraiser： An Hexin Recorder: liu Xingxing
Negotiation objectives：
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 seller's background:
The seller purchased a new Pontaic six weeks ago and have to take delivery within the next 7 days.They declined the dealer's trade-in offer because they thought they could get a better price by selling the car themselves.
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 .
Weakness:It has a reasonably clean interior, and some exterior scratches and rust spots. And many other parts need to be replaced.
Opportunity:
Some people want to buy the car.
SWOT Anlysis(the selBaidu Nhomakorabeaer)
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)
Threat: Three people have responded to their advertisements. The first two made no bid after seeing the car,but they didn’t hear from them in the following five days. The seller want the car picked up within three days. This is the only promising prospect they have.
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 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.
Negotiation Strategies
Opening Strategy:
Consultative Opening Strategy
We’ll state in a consultative tone to build up a kind of"resonance" so that under this friendly and harmonious atmosphere, both parties can work together to push the negotiation forward.
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.
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 .
