Managing Negotiations: Personal Application and Strategies Report

This report details a student's personal experience in negotiating the purchase of a MacBook Pro laptop. It begins with an introduction to negotiation and the student's personal attitude towards the process, emphasizing honesty and enthusiasm. The report outlines the student's strategy of inaction, allowing for research and information gathering on computer brands, models, and prices. Preparation involved online research and visits to computer dealers, focusing on price and specifications. The in-depth description of the negotiation includes the student's meeting with a computer dealer's manager, specifying requirements for a portable, fast, and affordable laptop. The dealer recommended a MacBook Pro, and the report details the laptop's features and the subsequent price negotiation. The student employed opening tactics like schmoozing and disclosing personal information, along with tactics used during the negotiation such as honesty and leveraging the dealer's expertise. The report covers concessions made, closing tactics, ethical considerations, results, practical lessons, and future negotiation strategies. The student successfully negotiated a price reduction and ultimately purchased the laptop.

Running Head: MANAGING NEGOTIATIONS 1
Managing Negotiations
Student’s Name
Affiliation Institution

MANAGING NEGOTIATIONS 2
Table of Content
Contents
Personal Application Assignment; Managing Negotiations......................................................3
Introduction............................................................................................................................3
Personal Attitude....................................................................................................................3
Strategy..................................................................................................................................3
Negotiation Preparation.........................................................................................................4
In-Depth Description of The Negotiation..............................................................................5
Opening Tactics.....................................................................................................................7
Tactics Used During the Negotiation.....................................................................................7
Concessions made during negotiations..................................................................................8
Closing Tactics.......................................................................................................................8
Ethics......................................................................................................................................9
Results and Practical lessons..................................................................................................9
Future Negotiations..............................................................................................................10
Conclusion............................................................................................................................10
References................................................................................................................................11

MANAGING NEGOTIATIONS 3
Personal Application Assignment; Managing Negotiations
Introduction
Negotiation is aimed at reaching an agreement between two or more people.
Negotiation skills and tactics are the basic requirements that are needed to achieve an
efficient business processes (Nixon, 2005). In the purchase of goods, negotiation is inevitable
as it helps in establishing a close relationship between the involved parties. In my negotiation
experience, I sook to look for the laptop computer that would serve my academic purposes
and finally, I was able to negotiate for the MacBook computer with the dealer, for a desired
price.
Personal Attitude
For the time I have interacted with the classroom readings, I have developed a
consciousness on the personal attitudes and beliefs about negotiations. I have discovered that
I am outstanding, motivated, honest and enthusiastic about the items I negotiate about. My
negotiation starts form the need assessment whereby I have to check the item I require and
the purpose I tend to use it for. I believe that negotiation should be friendly and engaging and
I should be positive to check the interest of every participant in the negotiation. I also believe
that I should consider my objectives and aims of the negotiation before I even engage myself
in the whole exercise. The scheme will help me to hold productive negotiation which will
help get exactly what I desire, and by the means, price and condition that I want it in. The
course readings were relevant to me as they pointed the popular weaknesses that I may
possess during the negotiation. However, personal confidence and skills in negotiation has
been boosted in me as my attitude has become positive in the negotiation dealings (Wagner,
n.d).

MANAGING NEGOTIATIONS 4
Strategy
I choose to use inaction strategy. Inaction is the strategy where you excuse yourself to
gather more information before reaching any form of conclusion. Choosing this strategy gave
me time to do more research on the laptop which I needed. I was not well informed on
computer products. I had to do more research so that I am in a position to know the best
laptop, the best model and at the best price.
Negotiation Preparation
The research I did, it majored in internet and computer dealers. Surfing on the internet
helps you to obtain new information which one had no knowledge about. The internet helped
me to know the different brands of computers and their prices in place. All the models of the
computers are organized well in form of a list when I was searching in the web pages. The
computers dealers were of great help to me. I strolled to different to computer shops where I
obtained information from the dealers. Although the shop dealers concentrate much to
individuals to buying their good, they have immense knowledge on the items they sell.
I engaged myself in a lot of negotiations with the computer dealers. Each dealer that I
came across persuaded me to buy their laptop. I had many choices from the different dealers I
came across. The main thing that I concentrated on is the price and the quality of the laptop
which I was to buy (Kalyani, 2016). Most of the dealers gave me deadlines on which I was to
buy the laptop. There were deadlines on which I was too but the laptops failure to which the
laptop was to be out of stock. The general objective of the negotiation was buying and selling
of laptop. My aim was to buy a laptop from the dealers (Walker, 2016).
Price and the specs of the laptop were the main things that I considered all through the
negotiation. An affordable price is what I concentrated all through the negotiations. An
expensive price which I could not afford forced me to exit. If the computers dealers did not
meet the specs, it obligated me to look for a better deal in other shops (Brown & Duguid,

MANAGING NEGOTIATIONS 5
2017). The computer dealers made sure that I get convinced and but their laptops. The dealers
concentrated on their interesting prices. Hiking off the prices is the main aim of the dealers
before an agreement is made. If the dealers never met my preferred affordable price, it made
me to just walk away to another shop.
In-Depth Description of The Negotiation
On April 17, 2018, at 2:30 pm, I, the client, met with the Concord computer dealer’s
manager to negotiate about a type of a computer with features which could support my
undertakings as a student. I and the concord computer dealer’s manager held that meeting at
the reception, Concord, Canada (Deresky, 2017). As a student, I needed to inquire about that
particular laptop which could support greatly all my bulk work which includes; bulk
assignments, research, project, and soft reading materials. I was able to explain the features of
a laptop which I would love to own whereby, my laptop was supposed to be portable, more
speedy, highly connecting to the internet while on, solid-state drives and faster processors,
good graphics and screen and finally a price approximately 1500 USD dollars. According to
my dream laptop description, the Concord computer dealer’s manager was able to provide me
with a solution regarding my needs whereby, he proposed that I should purchase a MacBook
Pro.
The MacBook Pro is a laptop which is a product of Apple Computer Company (Kong,
Dirks & Ferrin, 2014). The MacBook Pro is an ultraportable laptop which has a faster
processing system and performs better hence it maintains its productivity. The MacBook Pro
has solid-state drivers and a faster processor. The major new characteristic in the new
MacBook, which is now referred to as the MacBook Pro is that unlike the other laptops
which sport the sixth-generation skylake processors, it sports the seventh-generation Intel
Kaby Lake processors. The seventh-generation Intel Kaby Lake Processors boosts speed from
the 2017 MacBook Pro over those MacBook laptops which were being produced in 2016 and

MANAGING NEGOTIATIONS 6
2015. The MacBook Pro laptops have improved the speed compared to the predecessors by
50% which makes them more desirable (Cascio, 2018). Screen and graphics; unlike the other
laptops where their graphics processor is contained in the main central processing unit and
supported by the laptop's key memory, the MacBook Pro laptop uses the intel high definition
graphics 615. Therefore, MacBook laptops are more suitable than other types of laptops in
terms of its graphics unlike other types of laptops whose graphics are Intel high definition
515. The MacBook’s screen is retina which is inched 12 and have a native resolution of 2304
by 1440 whereby, this feature makes the laptop more attractive.
The MacBook Pro has been made more portable by its less weight whereby, due to its
lightness, an individual can carry it for a very long distance without getting tired, unlike those
other laptops whose weight exceeds that of MacBook Pro. The MacBook Pro has a length of
11.04 inches, a width of 7.74 inches and a height of 0.52 inches which contributes to its
lightness (Dhar, 2018). Currently, The MacBook Pro is the lightest and smallest Apple
laptop. The MacBook Pro is highly connectable as its Bluetooth and Wi-Fi for wireless
connections are in-built unlike other the other types of laptops whereby, some has built-out
Bluetooth and Wi-Fi wireless connections and some lack those features. Having that
knowledge regarding the MacBook Pro laptop which the Concord computer dealer’s manager
has advised me to purchase in relation to my needs, I was able to negotiate its price.
Although the price of the MacBook Pro laptop at Concord computer dealers was 1599
USD dollars, I was able to negotiate with the Concord computer manager up to 1500 USD
dollars as per my budget. Before the Concord computer manager could agree, the negotiation
was tough as I tried to convince him to sell it to me at 1500 USD dollars (McMains &
Mullins, 2014). Though I would have wished to purchase a laptop with those features named
above at a lower price, it was not possible as the only laptop which matched with my
description was the MacBook Pro which was priced at 1599 USD dollars. As a result of price

MANAGING NEGOTIATIONS 7
negotiation, I was lucky enough that the Concord computer manager sliced the price of the
MacBook Pro laptop by 0.99 USD dollars from the initial price of 1599 USD dollars to 1500
USD dollars. Considering that the Apple has branded its name in the market, it is expected
that its products are high on demand and thus, it was a bit difficult for the Concord computer
dealer to agree to slice the MacBook Pro laptop. Through my negotiation persistence, the
Concord computer dealer finally give in and I was able to purchase my laptop at 1500 USD
dollars although as per my opinion, I would have loved to purchase it at a more lower price
utmost 1000 USD dollars. After the purchasing activity, the Concord computer dealer walked
me out, thanked me and welcomed me to come and purchase again.
Opening Tactics
I greeted him and introduced myself. Schmoozing gave me a nice start and them I had
to disclose my personal information. Schmoozing implies the act of having a close
relationship with your partner in a negotiation. Both of you should be in a position to
understand d the need of each of you so that everybody has a direct reference to the other.
Starting a negotiation process is the notch of the whole thing. The beliefs I had about the
negotiation and the attitudes on the issue had to be withdrawn so that I don’t shut the positive
response from the computer dealer I visited. Afterwards, I had to identify exactly what I
wanted. Immediately the computer dealer who served me was familiar with me, I made him
aware of the exact item I required. I wanted the MacBook Pro laptop with my specifications
with me. This made the concord computer dealers aware that I did not guess about my item
but I had full information. The partners in a negotiation should be informed about their
centers of interests so that no one lies or cheats the other (Maude, 2014). I also gave the
suggested prices of the laptop I required which was approximately 1599 USD.

MANAGING NEGOTIATIONS 8
Tactics Used During the Negotiation
During the negotiation, I made sure that I was honest with the dealer. When I
explained the specifications of the computer that I needed. I also knew that he was the expert
and therefore, I had to get the information in a distinct way from him. Through that, the
dealer gave me options of many types of the computers that served the same purpose and the
ones that had those features, Therefore, I had to keep my aims and objectives I had at hand.
Also, I generated the physical and psychological relation with the dealer, but also, I had an
option to walk away if the product that best suited me could not be available. According to
Harroch (2016), participants in the conversations should establish a professional and a
courteous relationship. A collaborative tone would be better during the negotiations so that
the relationship could be beneficial, and that I could discover many things that were still new
and unclear to me about the computer of my choice. Another deal of tactic was about the
negotiation dynamic whereby, I was sure that I was the customer, and the customer is the
king in a sales setting ("31 Negotiation Tactics Based on Psychology,"). I had an alternative
to leave the shop but again, it would be so unjust to just walk away from the deal, having had
spent so many hours bargaining about the MacBook Pro of my choice. Therefore, I was
patient until the agreement of the price and the product was reached.
Concessions made during negotiations
Discount and warrant were among the concessions which I came across during my
search to get a laptop from the computers dealers. These were agreement concessions. Many
of the computer dealers offered me discounts so that we could come to an agreement
(Cunningham, 2016). Reduction of price makes many customers go for the goods which are
being offered even if they are not the best ones. The dealers gave me quotations which
seemed favorable to me. Mostly, I urged the concord computers dealers to give me a certain

MANAGING NEGOTIATIONS 9
range of price so that I could buy the laptop. Agreement concessions are allowances which
are made so that different parties can come to an agreement. I indicated may price to the
computer dealers as 1500 USD which if they agreed upon, I would by the MacBook.
Closing Tactics
To close the deal, I used the consultation as a tactic so that I could exit a negotiation. I
also said that I lack enough cash to buy the laptop, this I used as an exit method. By
indicating that you are going to consult another party or person is a good stopper to a deal. It
helps to close the deal peacefully avoiding any form of wrangles. My main consultants which
indicated to the dealers was my parents if they could afford the price. I also requested them to
give me an ample time to consult with a friend who has knowledge about the computers
before coming to a consensus. The tactics used to close a deal should be ethical without any
form of rudeness (Henson, 2016).
Ethics
The ethics of a professional skills that should have been considered were, honesty in
quoting the prices, the language of communication, the advices and the chances of the
customer to select their own product of choice. I believe that the professionals should
embrace honesty when giving out services and that the customers should be given a chance to
select their desired items. Also, language of communication should be key in the success of
any business setup (Maude, 2014). Therefore, I expect that the dealers should have sook to
explain the relevant details to me, advise me on thee good item to take and finally, allow me
to take. The dealer was rude when he told me about the prices as he told me that, if I am not
able to buy with fixed price, to leave the computer I wanted. Also, he quoted a high price and
expected me to bargain. The first price was higher than the one the item was to be sold. The
MacBook computer in the shop went for around 1599 USD but he had quoted a higher price

MANAGING NEGOTIATIONS 10
which I also bargained to the price of 1500 USD. Therefore, honesty is a business virtue that
should be embraced.
Results and Practical lessons
The main reason for engaging in negotiations was to reach a price which is favorable
to both the buyer and the seller. I was trying to save cash in form of the number of dollars
that I could spend while buying the laptop. Initially, the computer dealers were offering the
MacBook Pro at 1599 US dollars but I bargained until I reached a price of 1500 US dollars
(Johnston & Marshall, 2016). It led to saving around 100 US dollars. I learned that parties
must be willing to come to a consensus before joining to an argument. One must learn when
to say no and equally when to say yes. I learned that I was not a good negotiator but I learned
that one must define their priorities before joining a negotiation. Many dealers have good
skills to which help them to be good negotiators. Most business people have good negotiation
skills which help them to transact deals.
Future Negotiations
I learned two key things when doing negotiations. Definition of priorities and
consultation are the two things are I learned. One must define the things one wishes to get
into a negotiation. The things one wants to in an association must be well defined so that an
agreement to be reached. Consultations are very essential in an agreement, it helps one to
obtain knowledge which one did not have prior to a deal. It helps one to make the best
decision when one is required to. Good decisions are made under consultations.
Conclusion
In conclusion, all that is required in negotiation is confidence by an individual, the
negotiator (Smith & Smock, 2016). With confidence, the negotiator can undertake
negotiation effectively and with success. The parties involved in negotiation can manage it by
playing fair which is usually the main goal of all the negotiators. Also, an individual

MANAGING NEGOTIATIONS 11
negotiation depends on individual skills whereby, a negotiation can be made effective
depending on how you say something.

MANAGING NEGOTIATIONS 12
References
31 Negotiation Tactics Based on Psychology. (n.d.). Retrieved from
https://www.nickkolenda.com/negotiation-tactics/#negotiation-t17
Brown, J. S., & Duguid, P. (2017). The Social Life of Information: Updated, with a New
Preface. Harvard Business Review Press.
Cascio, W. (2018). Managing human resources. McGraw-Hill Education.
Cunningham, L. A. (2016). Contracts in the Real World. Cambridge University Press.
Deresky, H. (2017). International management: Managing across borders and cultures.
Pearson Education India.
Dhar, S. (2018). MacBook Pro vs. MacBook Pro with Retina Display.
Harroch, R. (2017, March 2). 15 Tactics For Successful Business Negotiations. Retrieved
from https://www.forbes.com/sites/allbusiness/2016/09/16/15-tactics-for-
successful-business-negotiations/#77ee03cb2528
Henson, R. (2016). Building Global Leadership for Individuals: Implications for Practice.
In Successful Global Leadership (pp. 183-259). Palgrave Macmillan, New York.
Johnston, M. W., & Marshall, G. W. (2016). Contemporary selling: Building relationships,
creating value. Routledge.
Kalyani, P. (2016). Online Shopping Trends, People Purchasing Power, their Choices and
Preferences: An Indicative Study for Online Shopping Trends in Tire-2/Tire-3 City
with Special Reference to Ajmer. Journal of Management, Engineering and
Information Technology (JMEIT), 3(4), 29-47.
Kong, D. T., Dirks, K. T., & Ferrin, D. L. (2014). Interpersonal trust within negotiations:
Meta-analytic evidence, critical contingencies, and directions for future research.
Academy of Management Journal, 57(5), 1235-1255.