MGMT 5100 D – Managing People and Organizations
Personal Application Assignment – PAA
Negotiation
Adrian Besharat
100892787
Dr. Linda Duxbury
November 19th, 2018
Concrete Experience:
My experience is drawn from September of this year, when I was in the market for another
vehicle. In order for this story to make sense, I must admit that I am very much a car enthusiast
and as such typically buy and sell one to two cars a year. Over the years I have managed to hone
in my negotiating skills to the point where I am now extremely confident in my abilities to
negotiate the best possible deal without leaving even a penny on the table.
Now that the background has been established, let me explain the entire situation from start
to finish. I commenced my search by looking nationwide for the cheapest 2019 Corvette in the
country. I found a couple that were for sale out in Alberta (which was too far) but found one for
only a few hundred dollars more in Windsor.
I called the dealer and asked to speak to someone who does new Corvette sales. I get
connected with Jason, who from the sounds of it seems like an energetic individual. I let him know
that I am in the market for the car and that I am willing to come down and pick the car up before
the end of the month (this is very key as I started calling the last week of September where all the
dealers and sales people are trying to meet their summer quotas before the winter season hits).
Moreover, I knew that not many people are interested in buying a new Corvette this time of year
and given the fact that the dealership had already discounted the car by a sizeable amount, it was
evident that they were also hungry to sell it, so that they didn’t have to keep it on their lot until
spring 2019.
Using this information, I got straight to the point with Jason and let him know that I knew
that they did not want to keep the car all winter and that I’d basically be buying it and then storing
it. I always do this to create some sort of justification for my offer that will follow. I then explained
that there are a handful of other dealers in Ontario and Quebec that I am in contact with and that
ultimately, I will buy from whoever gives me the lowest price. I mentioned that I was even willing
to show him the cars in question, online. He responded in kind and said that he understood and
ended up looking at two other cars. I then proceeded to give him my offer which was $7,000 less
than their asking price (which was about one thousand dollars less than what I was willing to pay
for the car, to allow for some wiggle room). I felt very happy with this price and knew that it was
obviously an extremely good deal. On the other hand, I knew that Jason and the rest of the team at
the dealership would not respond too favourably but would likely at least consider it, due to the
amount of pressure that I had placed on them by bringing to light the fact that the car will stay
there for many more months.
As expected, Jason responded by telling me that “the offer was extremely aggressive and
that he didn’t think his manager would go for it”. I explained to him that I know its aggressive but
