Sources used in this document:

The final outcome that resulted from the above-described negotiations was the purchase of a 1996 Chevrolet Cavalier with a repaired horn and brand-new windshield from Archie's Used Cars and Trucks for $3,000 cash, a price that also included a 6-month maintenance warranty and, as it turned out, a new set of jumper cables the dealer threw in for free (the schmoozing about Archie's football days paid off it seems). In retrospect, the argument could have been made that the Chevrolet Cavalier was very old and was not worth $3,000, even with a brand-new windshield, horn and the maintenance agreement worth $300. A counter-offer a $2,500 could have been proposed and negotiations could have continued until Archie conceded a few more dollars or the deal broke down. As noted above, though, a secondary objective was to successfully complete the negotiations in an efficient fashion, and this knock-down, dragged-out approach was not deemed appropriate or even potentially effective since Archie had made some valid points concerning the expenses involved in repairing the vehicle to my satisfaction. In sum, both parties to this negotiation received most of what they wanted and the car has performed admirably to this day.

Reflective Analysis

Both of my previous cars had been purchased from friends or relatives, and this was my first experience with a real, live used car dealer, a profession that has been vilified time and again in the mainstream media and by stand-up comics. Indeed, Richard Nixon was a used car salesman before he became the first president to resign, and the image endures. Therefore, perhaps the most important lesson learned from this car-purchasing experience was that not all used car salespeople are deceptive monsters that are only out to gouge the unsuspecting consumer, but that forewarned is forearmed when it comes to buying any used vehicle. The research that was conducted preparatory to the negotiations was highly useful in persuading the dealer to throw in a maintenance contract for free, for example, and despite some isolated consumer reports concerning poor experiences with these vehicles, the preponderance of such reports were positive. These steps helped to improve my negotiating position, but they were not sufficient to overcome the legitimate counterpoints that were made by the dealer. A significant weakness that was discerned during these negotiations, though, was just how uncomfortable the whole process can be for the novice and that the concepts that have been learned in class can be used to keep the "eye on the prize" in many cases, people can become so angry or frustrated during the negotiating process that they lose sight of what they are really after, but by focusing on the best alternative to a negotiated agreement, even novice car buyers can achieve their primary objectives, including being treated fairly and honestly.