NBA6820_Gym2_Negotiation Essentials_123
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University Of Chicago *
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38105
Subject
Industrial Engineering
Date
Dec 6, 2023
Type
docx
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2
Uploaded by DoctorStorkMaster988
1. What did you do before and/or during the negotiation that helped the
negotiation be successful?
I arrived at the auto repair shop where I had made a prior appointment for my car's
regular check-up. However, the car inspection was delayed, and the person in
charge informed me that I needed to reschedule the inspection for two days later due
to the delay.
The problem was that I had a full day of classes two days later, making it difficult for
me to bring in my car for inspection, and there was even a risk of getting fined for
missing the inspection deadline. At that moment, getting the car inspected quickly
was more important to me than money.
So, I made an effort to negotiate with the repair shop personnel to understand what
was most important to him. It seemed that his top priority was selling car parts to
make a profit. Therefore, considering that my car's tires were quite old and due for
replacement, I suggested if it would be possible to expedite the car inspection in
return for purchasing the tires from the shop. After some hesitation, he accepted my
proposal and promptly completed the car inspection within just an hour of my arrival.
2. How were these behaviors different from the ones you may have used in
earlier attempts that failed?
At first, I was taken aback by the one-sided notification, and I initially questioned the
auto repair shop personnel about why I couldn't get my car inspected at the
scheduled time. If I hadn't taken the negotiation essentials classes (2 or 3 times), I
would have considered negotiations as a zero-sum game and simply succumbed to
the unilateral notification, not attending classes and getting my car inspected two
days later.
3. What, if anything, could you have done better?
Money wasn't a critical factor for me at the time, but if I could go back to that
situation, I would have negotiated the price of the car tires to get them replaced at a
lower cost.
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