HOME The NRI 5-6-7 System Consultants Services Negotiation Profile Links Contact Us
 



The Scenario

You are going to buy a brand new car and you are pleasantly surprised when the dealer offers you a $15,000 trade-in for your old one.

The salesperson also advises you that you might get $25,000 for it if you can sell it privately by advertising in the local newspaper.

You therefore advertise your car in the newspaper for $25,000 but get a poor response.

However, one person comes to look at the car and takes an interest in it. They particularly admire your new GPS system.

After some thought they offer you $20,000 for your car.


A series of questions are paired below. You must allocate 3 points between each of the pairs.

If your immediate reaction is strongly for the first of the paired responses then score the choice 3/0. If you only marginally prefer the first response, split your three points 2/1. If you marginally prefer the second response, your allocation will be 1/2. If you strongly favour the second response, your allocation will be 0/3.

Do this for all 15 paired alternatives.
Remember, there are no right or wrong answers.
Don't think too deeply. Work quickly.


Offer to meet them half way, i.e. $22,500

C

3

2

1

0

Say that you have had a lot of phone calls

T

0

1

2

3

   


Say that you have had a lot of phone calls

T

3

2

1

0

Give the GPS if they meet your price

B

0

1

2

3

   


Give the GPS if they meet your price

B

3

2

1

0

Accept their offer

A

0

1

2

3

   


Offer to meet them half way, i.e. $22,500

C

3

2

1

0

Give the GPS if they meet your price

B

0

1

2

3

   


Say that you have had a lot of phone-calls

T

3

2

1

0

Mention that you can't really afford to sell the car at that price

E

0

1

2

3

   


Offer to meet them half way i.e. $22,500

C

3

2

1

0

Show them a dealer's price list which values your car at $25,000

L

0

1

2

3

   


Mention that you can't really afford to sell the car at that price

E

3

2

1

0

Accept their offer

A

0

1

2

3

   


Say that you have had a lot of phone calls

T

3

2

1

0

Show them a dealer's price list, which values your car at $25,000

L

0

1

2

3

   


Offer to meet them half way, i.e. $22,500

C

3

2

1

0

Accept their offer

A

0

1

2

3

   


Give the GPS if they meet your price

B

3

2

1

0

Show them a dealer's price list, which values your car at $25,000

L

0

1

2

3

   


Offer to meet them half way, i.e. $22,500

C

3

2

1

0

Give the GPS if they meet your price

E

0

1

2

3

   


Accept their offer

A

3

2

1

0

Show them a dealers price list, which values your car at $25,000

L

0

1

2

3

   


Give the GPS if they meet your price

B

3

2

1

0

Mention that you can't really afford to sell the car at that price

E

0

1

2

3

   


Show them a dealer's price list, which values your car at $250,000

L

3

2

1

0

Mention that you can't really afford to sell the car at that price

E

0

1

2

3

   


Say that you have had a lot of phone calls

T

3

2

1

0

Accept their offer

A

0

1

2

3

   















NRI Asia Pacific is part of the PMMS Group - www.pmms-group.com
Privacy Policy / Copyright © 2004 - 2014 NRI Asia Pacific / All Rights Reserved