Purchasing Case Study
The case study involves purchasing a ride-on lawn mower. This is an unusual item
of equipment that few people will ever purchase. However, all the skills necessary
for a large capital equipment purchase or a personal purchase will be necessary
to successfully complete the case study.
Key Learning Outcomes:
At the end of this course participants will be able to:
- Analyse their own unique negotiating style and recognise the strengths and weaknesses
of their personal profile.
- Develop strategies and negotiation tactics to maximise the material outcome and
retain the personal relationship.
- Discover the material expectations of the other party and adjust these expectations
downward when required.
- Prepare strategies prior to negotiation to achieve a better settlement.
- Conduct a competitive negotiation.
- Understand the necessity to prepare an opening position, settlement objective and
fallback position prior to commencing the negotiation
Key Points
- Preferred Negotiating Style Analysis.
- 5 Negotiating Outcomes.
- The Two Basic Negotiating Styles.
- The Negotiating Matrix.
- Structuring a competitive negotiation.