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Negotiation Article

In: Business and Management

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Negotiation Strategy Articles

MGT 445

June 20, 2012

Negotiation Strategy Article

The negotiation process contains various strategies. The strategies of negotiation include accommodation, collaboration, competition, and avoidance (Lewicki-Saunders-Barry, 2005). Each situation may vary, allowing one or different strategies to become more effective than other strategies. For instance, two different negotiation strategies were applied in Negotiating New Vehicle Purchases and Do Manager Intend to Use the Same Negotiation Strategies as Partners? Each article will be reviewed, including the application of negotiation strategies to compare and contrast the two articles.
Negotiating New Vehicle Purchases After reading the article Negotiating New Vehicle Purchases, it was found that the strategy used was competitive strategy. The article’s objective is to prepare a car purchaser for a dealership’s ploy and to maximize the purchaser’s negotiation power. The reading incorporates six stages of negotiation involving a new car purchase. The beginning step starts before visiting the dealership by shopping the dealer cost of a new vehicle. The second step is the introduction to sales consultant pertaining to the price of the vehicle. The third step is the reaction to the sales manager’s rejection to purchase offer and the sales consultant’s effort to raise the offer of the purchaser. The fourth step is the trade-in negotiation or actual cash value (acv) of the trade-in. The fifth step involves finance negotiation and the sixth step involves dealer add-on fees.
Do Managers Intend to Use the Same Negotiation Strategies as Partners? After reading Do Managers Intend to Use the Same Negotiation Strategies as Partners, it was found that the article uses integrative strategies. The article shows that auditor client management negotiation is often used

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