Appendix – Chapter 1 Negotiation Role Play – SELLER

Chapter 1 Negotiation Role Play – SELLER

Caution – Only read the role play that you will be performing (don’t look at other side).  

This negotiating scenario is non-specific to any industry. It is a basic negotiation that could be common to any sales situation.

You will be negotiating with a fellow student – one of you is playing the role of the Buyer and the other will be the Seller.

You will use your skill to negotiate the best deal possible.

You will be given 20 minutes to read the scenario and prepare your negotiation strategy.

You will have 15 minutes to work toward a deal with your negotiating partner.

Begin when you are ready.

You will need to determine your strategy for the negotiation. Write in your plan for the following on the scenario:

• Opening Price
• Target Price
• Walk-Away Price

You may write as much as you like on the paper.

The Role Play is to be recorded. Each person is to submit (independently) their own Open, Target, and Walk-Away that you initially planned. One person on the team should submit the video with full names of the participants.

SELLER

Situation:

You were at the annual Veterans affairs fund raiser garage sale four weeks ago. You bought a box of interesting items for $25. In this box was an old watch. The watch has seen its better days. You looked the brand up on the internet and saw that Omega is a very expensive watch line. The 1960 Omega Constellation with “pie pan” face, when in good shape, currently goes for approximately $1,500.00.

The Omega SeaMaster of the same year is going for $4,000.00 or more.

Problem:

You took your watch to the local watchmaker. The watchmaker explained that the watch was not a great functioning watch, and the case was in pretty bad shape. The crystal and the “pie pan” face on the watch is in good shape.

You were hoping the watchmaker would buy the watch from you. However, he said that the watch was better as a “parts watch”. He really would not be able to sell it as a working Omega Constellation with a pie pan dial. The watchmaker offered you $75.00 for the watch.

Because of what you read on the internet, you decided to hold out for a better deal, especially since some of the other Omega watches have really increased in value. You believe that the watch is still a good find for an enthusiastic Omega fan. These are rare watches. You placed an advertisement on a popular internet auction site. There has been no interest in over two weeks. You finally got a contact. You have agreed to meet with this potential buyer.

Other Details:

The reason you went to this garage sale is that you serve on the board of United Way for Veterans. Occasionally you solicit Veterans and family members to speak at events to help promote the charity.

Instructions:

You are playing the role of the Seller. Remember to develop your plan.

Opening Price__________________

Target Price__________________

Walk-Away Price__________________

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