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Essay / Research Paper Abstract
This 5 page paper offers steps and tips for negotiating the purchase of a used car. It begins with doing one's research prior to going to see a used car at a car lot or dealership. Then, there are a number of things to do and not do when negotiating the price. Bibliography lists 4 sources.
Page Count:
5 pages (~225 words per page)
File: MM12_PGusdcr.rtf
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Unformatted sample text from the term paper:
each party in the negotiation process comes out with as close to what they wanted as possible. Negotiations may occur to resolve a conflict, to reach a price or to
create a project that neither party could do as well on their own. There is probably no purchase made that more people dislike than buying a car. Car salespeople
have a very bad reputation and it only takes one experience to lead an individual to hate the prospect of buying a car. Used car salespeople have an especially bad
reputation, being known as individuals who can sell anything to anybody, always with the outcome being adverse to the buyer. The unpleasantness of buying a used car can be
lessened by planning for the purchase. The following offers steps and tips from various sources. The first thing to know is that salespersons working on a car lot have been
intensely trained in what Iorio reports is called the "Selling System" (2002). This system may include ten steps, eight steps or whatever process the dealership uses to persuade a person
to buy a car right then and there. The first step for the buyer is to know and understand the tactics these salespersons are going to use. For instance, one
ploy is to ask the potential buyer if they will buy the car if they can agree on the price (Iorio, 2002). As soon as the potential buyer acknowledge they
would buy the car if the price were right, the salesperson moves into high gear. Their next step is to start talking about the amount of the payments instead of
talking about the price of the car because they want the potential buyer to believe they can afford the payments and so, they should buy the car today (Iorio, 2002).
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