Please read the assignment and help me solve the questions:

Role: Seller

You are the owner of a car dealership in a small town. You took the business over about 2 years ago and things have been going pretty well. You are focused on building a strong presence in the community and a long term relationship with your customers. Your hope for the business is to be the 1^st choice for people in the community for a lifetime of vehicle purchases. Recently, you have invested significantly in increasing your inventory and because of this investment, you have been experiencing a cash flow squeeze. It would be a relief for you if you could close a sale for as much cash as possible. You would really like to move inventory off the lot to get a bit of breathing room on the cash flow front. You also want to ensure you are building a strong client base in the community. As a new business owner you have been thinking a lot about how to generate more business and have been scratching your head about how to best market your business.

On your lot, you have a 2012 Hyundai Elantra you took as a trade in, you paid the owner $9000 and would like to sell the car for at least $12 000 to be able to ease your cash flow issues. The car has 65,000 kms., one owner, no prior accidents and the sticker price is $13 000 which includes a 6 month vehicle warranty. A new grad comes in and is very interested in the car.

Questions:

#1) Information gathered: List the details about the situation that may be relevant to the negotiation.

#2) Issues defined: What are the neutral issues that will be important to you participant?

#3) Hunched other person's interests: What do you think are the interests that are important to the other party?

#4) Explored your own interests: What are the interests that are important to you in this negotiation?

#5) Develop your BATNA/WATNA: What are the best/ worst alternatives for you if you can't reach a deal?

#6) Hunch the other person's BATNA /WATNA: What are the best/ worst alternatives for the other party if you can't reach a deal?