GETTING A GOOD DEAL: A PERSONAL BARGAINING EXPERIENCE
Everyone bargains and negotiates. Some people enjoy it; some people are good at it. Yet many individuals do not think of themselves as bargainers. They pay the "listed" price for items; perhaps they avoid conflict. Their reluctance to bargain may reflect inexperience, lack of confidence, or an unwillingness to risk through negotiation. This assignment gives you an opportunity to bargain and reflect about what you do as a bargainer. You will attend a swap meet, flea market, garage sale, etc. and write a paper discussing what happened and why.
1. Find a garage sale, swap meet,
flea market, second-hand store, etc. (Clear alternate experiences
with Walker -- something you have not yet done). The local newspapers'
classified sections include listings of these type of events. Most
take place on weekends. Note in your paper the day, place/address
of your bargaining experience.
2. Attend the event.
You need to make an offer for or bid on something. You need not buy
anything, but do not make a final offer or bid on something unless you
intend to purchase it. Treat the experience seriously.
3. Write a paper (about 3 to
6 pages typed doublespaced) on the experience. Your paper should
(a) describe what happened, (b) explain why you did what you did (analysis),
and (c) include "reflection" on the experience. Your description
might include the following:
a. What item did you select for
offer or bid? Why? What value did that item have for you?
b. Did you do anything in
particular to plan/prepare?
c. What were your target (point
of satisfactory outcome) and resistance (maximum acceptable point) points
for the item? Why? **If a price was listed, did you consider
it to high or low? Why? **If no price was listed, did you ask
for a price or make an offer? **How did you find out what the seller
was willing to do? Did you determine the seller's target and resistance
points? How?
d. What was the amount of your final offer/bid?
How did it compare with your target and resistance points?
e. Did your preferences change during
the bargaining and negotiation process (target and resistance points, evaluation
of the item, etc)? Why?
f. Did you try to do anything to get the
seller to modify her/his position (e.g., argue, persuade)? Why?
Your analysis should focus on why you did what you did. You might want to explain your "game plan" if you had one (e.g., pre-negotiation planning). You do not need to provide an in-depth speculative analysis of the other party's behavior. You should reflect upon the experience, perhaps addressing the following: