Car Buying and Negotiations, Roles of Communication and Personality in Negotiation

Essay by jrisherUniversity, Bachelor'sA-, August 2009

download word file, 5 pages 5.0

Negotiations take place in daily life often time with out thinking about it. The word negotiations brings to mind ideas of major purchases such as cars, or homes, salary increases, and so on but the truth is, talking to a friend or family member about wear to eat lunch is also a form of a negotiation. Negotiations generally occur for one of three major reasons, to come to terms on how to divide or share limited resources, to create something new that could not be done by the individual parties involved, or to resolve problems or disputes between involved parties. (Lewicki, Saunders, & Berry, 2006)Buying a new car can be an exciting time, but for many Americans the car buying can be a stressful time. The purchase of a new car can be one of the largest a person can make, yet people often rush into car buying. By understanding the car buying process (negotiations), doing a little research, and knowing what you are looking for, the purchase of a new car be very rewarding.

The internet has become one of the best recourses to car buyers. With only a few clicks potential buyers can find out availability, dealer costs, customer reviews, and a multitude of other information. Knowing what the dealer paid for the car, the buyer can put together a 5% profit offer. Friends or family members who have recently purchased a car can also help by allowing an insight into the buyers forms and what to expect. Prospective buyers who know the price of the car with the options they want, can try to attain financing from their preferred source before ever arriving at the lot to start negotiations. Lewicki, Saunders, and Berry (2006) stated "Within the context of negotiation, information is perhaps the most...