Reflect
on deceptions in negotiations and describe four ways to evaluate information
during negotiations. Relate an example of a recent negotiation in which you
have been misled and one in which you may have overstated a claim; define how
far you would be willing to go to leverage your position.
Looking at the negotiations that I have been part of and how
the negotiations that I was involved in and how I was misled and how I overstated
a situation is interesting. Deception in
negotiations is something that is all too common tactics in a majority of any
negotiations. The though process that they do not want to reveal all their
cards too soon to the other party is a common occurrence. The off set of
expounding on a certain issue that you as a negotiator may or may not have is
something that is an everyday practice in some negotiations.
Recently I went to by a car for my wife at a local car
dealership. I have had many cars over the years and I always hate going into
car dealerships and haggling over these car prices. I had $7,200 cash and I wanted
to by a car outright and walk out of the door accomplishing two things. First I
have a paid off car and second to know that I won and I did not have a car
payment. I walked into the dealership with my cash in my pocket and I said I was
a car that costs about $6,000 and I won’t pay a penny more. Well I found a 2004
Nissan that I thought would fit the bill so the negotiations began. The first
question they asked is what is the highest you will go. I told them $6,200 and I
immediately realized the mistake since I had told then before I wouldn’t pay
$6,000 on a car. The salesman immediately said the car was $6.500 cash. I knew
that I was in trouble right out of the gate and I had revealed my cards way too
early. After a lengthy negotiation process the dealership said they could not
sell the car cheaper than $7,400 dollars since the vehicle needed some work and
they were willing to flip the bill. I played hardball and after 3 hours of
going back and forth I got up and left. The sales manager came out into the
parking lot after me and said that his final deal was $7.100. I told him I
would give him $7,000 cash out the door and we came to an agreement. After this
I realized me great negotiation skills were not so great since I went from
$6,000 I would pay a penny more to handing them $7,000 and me walking out the door
with $200.
If I could go back to the original negotiation I would have downplayed
the money that I had and got up earlier and walked away which I am sure would
have saved me more money. Valuable negotiation lesson learned. I would of evaluated the non-verbal cues, the
verbal cues, the body language, and the hesitation of information from the
salesperson after certain questions were asked.
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