Business Negotiations

The following is a classic distributive bargaining scenario, wherein each party is attempting to maximize their
gains at the expense of the other. In this situation, Michelle is interested in purchasing a Toyota Highlander.
Michelle has two dealerships to choose from (Toyota of Louisville and Green Tree Toyota). Although she has
no desire to travel a long distance, there are dealerships in Cincinnati, Ohio and Indianapolis, Indiana that she
could represent as alternatives as well. Michelle decides to visit Toyota of Louisville first and finds the vehicle
she wants – a 2013 Toyota Highlander.

The Manufacturer’s Suggested Retail Price (MSRP) for the vehicle is $29,865, while the factory invoice (the
price paid by the dealership for the car) is $27,929. While Michelle only knows the MSRP for the vehicle, the
dealer knows both the MSRP and the factory invoice price. Michelle has a trade-in, but she is unsure of
whether or not to let the dealer know this, as she is unsure of what impact this will have on the dealer’s initial
offering price.
1. What should Michelle’s negotiation strategy be (e.g., how much information should she share concerning
where she is in the buying process, that there is a vehicle trade-in, that she is looking at other dealerships as
well, that she knows the MSRP, whether and how much deception is ethical/allowable, etc.)
2. What do you expect the behavior of the salespeople to be when Michelle visits the Toyota dealership?
3. Develop a negotiation plan, including the characteristics of the opening offer, reservation price, tactics,
tradeoffs, they should make, how to react if the seller bring up issues before you are ready to discuss them
(such as whether you have a trade in vehicle). Do you have a Plan B if your original plan becomes untenable?

 

Sample Solution

ading is the ability to decode and understand the printed information. Though for most typically developed people reading is an effortless ability, it involves a range of sophisticated cognitive skills and processes, for example: the ability to decipher the printed words, ability to grasp the words meaning and then combine these two for retrieving the contextual meaning and complete understanding of the whole text (Cain, 2010). Reading involves two major levels, one is phonological and decoding level and another is comprehension level. However, Most of the early research of reading development emphasise on the phonological and decoding level for developing reading ability (Brady & Shankweiler, 1991; Goswami & Bryant, 1990; Snowling, 2000, cited in (Nation & Snowling, 2004))

Why are phonological awareness and decoding skills necessary but not sufficient for becoming a skilled reader? To answer this question, first the key concepts and relationship among phonological awareness, decoding and reading skills will be discussed in conjunction with relevant literature and research. Next, a critical evaluation will be made for explaining why these two skills are not adequate for efficient readers.
Finally, by summarizing the importance of phonological awareness and decoding skills as well as to what extent other skills are also essential for becoming skilled reader the conclusion will be drawn.

Overview of reading

Reading emprises a range of knowledge, skills and strategy. Cain (2010) argued that to read and understand a text readers engage with couple of activities. At first their eyes focus on printed lines of the text for accessing the meaning of individual words, While reading some words may seems unfamiliar with can interrupt the understanding of meaning. In addition, some words may not follow the conventional rules of pronunciation for example: ‘meat’, ‘feat’ and ‘cheat’ contain the similar sequence of letters and pronounce in the same way, the word ‘threat’ has same letter string ‘eat’ but is not pronounced same as the meat, feat or cheat spelled. In a text some words may be ambiguous for example: the word bank, If we say- John goes to the bank. Here ‘bank’ is an ambiguous word that means the word contains more than one meaning. In such cases, for skilled reading context should be considered. It is also important to consider that some words contain multi-expressions for example: ‘cats and dogs’. The sentence ‘ It is raining cats and dogs’ does not make any sense by its lateral meaning (cain, 2010). For skilled reading, it is necessary to figure out all idiomatic expressions of a text.

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