This exercise is designed to help you put into practice some of the skills associated with being a good negotiator. In completing this exercise, follow the steps for negotiating a win-win solution found on pages 424–425.

Questions for Discussion

1. Did you reach an agreement? If so, how easy or difficult was this process?
2. Which side do you think “won” the negotiation? What might have changed the outcome?
3. How might the negotiation process or the outcome have been different had this been a real situation?

Directions 1. Find a thorough description of a recent-model used car in a newspaper or online. 2. Divide the class into groups of six. Within each group, assign three students to the role of buyer and three to the role of seller. 3. Each group of buyers and sellers should meet in advance to plan their strategies. Buyers should plan on getting the lowest possible price; sellers should seek the highest possible price. 4. Buyers and sellers should meet to negotiate the price of the car within the period of time specified by the instructor. Feel free to meet within your groups at any time to evaluate your strategy. 5. Write down the final agreed-upon price and any conditions that may be attached to it.