Skill 6.1: Before choosing a particular strategy, carefully identify and con sider the three key elements for this particular situation-time (deadlines), information, and power-and decide how they may impact the negotiations.

LEARNING EXERCISE: BUYING A NEW CAR The classic negotiation situation involves a man or woman who is somewhat of a "car buff" and trades in his or her current automobile every 3 to 5 years for a new one. In this exercise the buyer, Ward Jackson, currently has a seven-year-old Ford Windstar but now, with his children out of school, is ready for a sedan. Ward has two golfing buddies that recently bought the new model of the Toyota Avalon. Ward has ridden in their cars and really likes them. To prepare himself, he decided to utilize the Consumer Reports New Car Price Service to learn more about the different mod- els, availability, and true dealer cost of an Avalon. Thus one sunny Friday afternoon he pulls into the local Toyota dealer just "to browse." A Toyota sales representative, Shelley Kowalski, approaches Ward and after a few minutes has him taking a new red Avalon XL for a test drive. Ward likes the car, but is not in a hurry to buy-unless he believes he is getting the best deal. Shelley asks him the classic sales representative question, "Would you like to take this car home today?". Ward responds with, "Who at the dealership can authorize the lowest price?" Shelley responds, "The sales manager." Ward says, "Then you ask him for the lowest cash price on this car, if I write the check today, and keeping in mind that I have the Consumer Reports information, and thus I know what the dealer paid for the car." Review the information and answer the following skills questions