Wheeling and Dealing the Zirconia Gt free essay sample

Her first and foremost concern was price. Darrel, who knew this, somehow managed to convince her that she would get so many discounts. But actually she had to pay the almost the full amount. ? Ques 2. Would you call it a win-win negotiation/deal or not? Give reasons. A Win-Win Negotiating Orientation is one of the negotiation orientations where both parties are satisfied. In this case both parties were in the Win-Win situation till the time Darrel and Marcia finally went for formal paperwork. However, the deal turned out to be Win-Lose situation with Marcia in the losing side. Darrel charged $80 processing fee, along with $105 mysterious charged; which later Darrel admitted as paint sealant to protect customer’s investments. Later Darrel convinced her to pay further a charge of $500 as warranty available on the Zirconia (car’s model name). Finally, when Darrel took Marcia to finance window, again Marcia was charged $230 as Life insurance fees which makes the total of $915, the amount Marcia has to pay after getting all the discounts offered by Darrel. We will write a custom essay sample on Wheeling and Dealing: the Zirconia Gt or any similar topic specifically for you Do Not WasteYour Time HIRE WRITER Only 13.90 / page So whatever discount she was given, ultimately was taken back from her in some or the other way. Hence we can say it was not a WIN-WIN negotiation, as Marcia was not satisfied with the deal. ? Ques 3. What were Darrels strengths weaknesses as a negotiator? Strengths: 1. Number crunching; he was quick at calculations. 2. He had knowledge about both cars. 3. He could understand that Marcia was interested in buying the car. He could make out she was naive and she lacked sufficient information about the car. He could take advantage of it. By mentioning about the difficulties he had to face to get the sales manager convinced, he could convince her that what he offered was a very good deal for her. 4. Since he could understand price was her concern, he could make it appear like she’s getting a high discount. Weakness: 1. What worked with Marcia wouldn’t work with all customers. 2. Many hidden costs were involved; the deal wasn’t transparent 3. The claims weren’t totally honest, which makes it difficult to sustain in the long run. Ques 4. If you were in place of Marcia, how would you have proceeded with the negotiations (assuming that you did want to buy the Zirconia GT). Give your answer quoting specific instances from the case. If I was in place of Marcia I would not have expressed overt excitement for the car after it was first shown to me. Unlike Marcia who said, â€Å"I always wanted a car like this†. My response would have been, â€Å"It seems a bit overloaded for my needs, but it looks like a nice car so I would like to take it out for a spin†. After driving the car I would have said, â€Å"I really liked the car’s design, handling and drive but I definitely will not go for full option list and quad stereo. Also magnesium hubs don’t suit my taste, so won’t be taking those. How much is the cost†? After hearing the price at $15,750 I would have told him that it was way beyond my budget and what would be the price sans extra options. Darrel was very smart in judging the body language of Marcia and offered a trade-off of $1000; he knowingly quoted a higher trade-off and added a stipulation of getting it checked with specialist. It was just to lure her into the deal. He also offered her various options at cost but instead of saying with conviction that she did not need those options in the first place, Maria seemed confused and got herself cornered. My response in such case would be, â€Å"Please talk with your specialist and give me a confirmed trade-off. Also I really don’t need those option s, however you say that not all options can be removed, I will still consider it but given that am offered some discount in terms of a free extended warranty or a waiver in dealer charges†. If he was reluctant to offer me the above-mentioned discounts I would have told him that being a new customer I could be a permanent taker of his services and also could spread a good word among my friends. In the end before making the deal I would have asked him to make a final addition of all the charges and give me the final take away cost so that I could get back to him later on the same day. In the meanwhile I would have consulted other dealers in the area.