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By Richard A. Luecke

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For these items, price is often the only thing that matters. Consequently, if several auto dealers in your area had the car you wanted—say a silver-gray, four-door Honda Civic with an automatic transmission—there wasn’t much besides price to negotiate about. Your business relationship with the car salesperson and the dealer didn’t matter either. The salesperson and his or her boss were clearly trying to get as much as they could for the car, trying to “up-sell” you on expensive options you didn’t want or need, and low-balling the value of your trade-in.

Org/ BASIC TOOLS 33 about salary, bonus, and reporting responsibilities are acceptable to her. C. For Clarisa, that move is her reserve point. Think About It . . Think about a recent negotiation you were involved in. If price was an important issue—as in the purchase of an automobile or renting an office or apartment—did you have a clear reserve price in mind? How much was that price, and did the other party fail to meet it? Describe this situation below, along with your reserve price and the final outcome.

She found the machine she wanted at a local heavy equipment dealer, where, after some negotiation, the salesperson offered the forklift for $12,000 delivered. ” she asked. “That’s it,” he replied. ” She then went online and found an identical forklift at $11,500 (delivered) offered by another dealer sixty miles away. With this information in hand, she called the original salesperson back and said that she had found a better price. ” she asked. Once he understood that Laura had an alternative, the salesman was willing to bargain.

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