Your Role: D$.$ Lavelli $$Buyer$.....$ Time: today

You own a car repair garage and a large field abutting a regional landing strip for single engine planes, are a very good mechanic and as a former Navy pilot you continued your flying as a civilian. You recently purchased your first plane, a $20$ year old Wright Wingaway, for only $$8500.$ This is a classic model and highly regarded. The engine, unfortunately, was in disrepair but the body was basically sound although scratched; you could fix it yourself. You are thinking very seriously about starting a new chartering business as a side business to your garage.

While working on the plane, you concluded the engine was far worse than expected; many engine parts needed replacing or reconditioning. Factory parts are no longer available although recondition parts are available although expensive. Second hand parts can often be obtained although considerable time is often needed to find the right part. You estimate you could obtain all the parts for $$12,000.$ This doesn$$t count your time which is limited$.$ This figure could be reduced by $$3000$ to $$5000$ if you can find second hand parts. You would prefer not to take the time and would prefer not to use second hand parts. However, getting the money will be very hard.

Last week, you were at the Bedford Airport and noticed a sign indicating that a M$.$ Graham was offering a damaged $10$ year old Wright Flyabout for sale on a best offer basis. The Flyabout replaced the Wingaway fifteen years ago; the planes are very similar, with several major design improvements in the Flyabout. Virtually all of the engine parts are interchangeable between the two models. The engines are interchangeable.

You examined Graham's Flyabout last weekend. The plane had been vandalized recently. While the wing and body damage was severe, you were pleased to see the engine had been very well maintained and in excellent $($mechanic certified$)$ condition. You are certain the parts from it that you need would be as satisfactory as those you could get reconditioned or second$-$hand. You also found other parts you could cannibalize to improve your Wingaway. Of particular interest is the $3$ year old Supercrafter $507$XB two way radio. This lists for $$1000$ new. Overall, purchasing the Flyabout seems a very good idea if you can get it for a reasonable price. The logbook is available.

Graham said very little when you inspected his Flyabout. He mentioned that the engine was in excellent condition and suggested that if you were able to do the body repairs on his plane yourself, his plane could be put in flying condition for only $$5000$ or $$6000$ in parts and equipment. You know that a ten year old Flyabout in flying condition is worth from $$30,000-$$$35,000.$ Graham refused to give you a price, asking instead for an offer. You told him that you would have to think about it and said you would contact him shortly. He agreed to let you know before he decided to sell the plane elsewhere.

Earlier today Graham called to tell you that he had received an interesting offer for his Flyabout and promised to make a decision tomorrow. You told him you'd stop by today. It is important to you to be able to strike a bargain as you are anxious to get your Wingaway flying, and don't like the prospect of having to search out the replacement parts. However, you have concluded that there is no way you could put your hands on more than $$12,000$ cash immediately. Adding pressure is the fact that the time is about up for you to have this plane ready for the charter season

planning for negotiation

QUESTIONS $($BUYER$)$