Communication and Personality in Negotiation Paper - Essay Example

I asked him how much the mileage was ever since it came out of the factory and the owner told me it ran for about 55000 kilometers already. I decided to go to his place that evening. When I reached at his place, I saw the car inside out. It was a very good sedan and just close to perfect as I desired. I however felt that the car was a bit on the higher side as far as its price was concerned. I spoke to him about the running and the mileage that it gave over a period of time. The seller was a nice and decent fellow but somehow did not show much interest in making the sale.

This was apparent by his lack of interest when I asked him a lot of questions. Either he felt that I could not buy the car or he thought that I was there to buy it by hook or by crook and hence he pulled off to let the price remain steady. However my interest increased with each passing minute since I had come to the reckoning that the car is going to be mine in the near future. When I asked him his final cut-off price, he told me US$10000 (Bazerman 2000). Since I was expecting the same figure as I had read in the newspaper, I asked him what will be the bargain for such a nice car.

He told me that just because I was too curious to know so much about the car, he could leave out US$100 for me. However this seemed pretty unacceptable to me as it was unreasonable to buy the car with just a US$100 bargain. I kept quiet for some time and asked questions afterwards. He started to become mundane with my constant questions which I propped up just to remain in the negotiating deal. I wanted to buy the car because it had touched my heart in a way, but the price was still US$1000 over what I had to actually pay for at the end.

I asked him for a trial and he readily agreed. This showed him that I was really serious about the car and would pay a good price to buy it then. However I had negotiation written all over my mind. I wanted to engage the