Negotiation roleplay
THE CASE HARLEY SHOVELHEAD
Meet Ben, Mr Minninger Junior. He will negotiate on behalf of his uncle Mr Minninger Senior to buy a 1972 Harley Shovelhead.
You are a motorcycle dealer specializing in the sale of classic cars on consignment. Mr
Hafner has commissioned you to find a buyer for his Harley Davidson Shovelhead,
custom built in 1972. The motorcycle has been reconditioned and is in first-class
condition.
You are a motorcycle dealer specializing in the sale of classic cars on consignment. Mr
Hafner has commissioned you to find a buyer for his Harley Davidson Shovelhead,
custom built in 1972. The motorcycle has been reconditioned and is in first-class
condition.
The market for vintage motorcycles is complex and challenging to navigate. Prices depend mainly on the popularity of a particular model (which is often based on appearance), its rarity, external condition, the proportion of original parts and its reliability in driving. As a rule, old Harleys fetch a much higher price than younger ones.
Recently, in an issue of the magazine "International Motorcycle Magazine", old Harleys from the 50s were advertised between € 3,300 and € 25,500, while "Shovelheads" from the 70s were offered at € 1,500 to € 18,000.
Mr Hafner's Harley is currently the only vehicle of its kind on the market, and it is therefore impossible to determine a market value. Often, specific models in a particular condition have a concrete price - but as I said before, Mr Hafner's vehicle is currently the only '72 Shovelhead on the market.
He has been trying to sell the bike for three years now. He rejected an earlier offer of €12,500 as too low. Since then, the highest bid has been €10,000 from Hofer-Garages, which wants to use the motorcycle for advertising purposes. This offer is currently still valid. Since Mr Hafner could sell the Harley to Hofer-Garages without paying a commission, he is also not prepared to pay you a commission on the first € 10,000 should you sell the vehicle elsewhere.
He has agreed to pay you a commission of 50% on the amount you achieve over €10,000. However, this is on the condition that you sell the motorcycle within the next two weeks, because after that the offer from Hofer-Garages expires.
You have finally found a potential buyer: an owner of a software company from Salzburg named Dr Minninger, who was here in Villach on vacation. He has commissioned a mechanic to drive the motorcycle and check it out. He has also instructed his nephew to negotiate with you about the sale of the bike. He has also informed Mr Hafner that the nephew can decide whether or not to buy the Harley. Of course, you very much hope to get this sale over the line - not only because of the commission but also because it would benefit your business reputation.
Mr Hafner has authorized you to sell at any price above € 10,000. So far, you have not quoted a price but have merely remarked that the price is negotiable. Your appointment with Dr Minninger's nephew is imminent.
Recently, in an issue of the magazine "International Motorcycle Magazine", old Harleys from the 50s were advertised between € 3,300 and € 25,500, while "Shovelheads" from the 70s were offered at € 1,500 to € 18,000.
Mr Hafner's Harley is currently the only vehicle of its kind on the market, and it is therefore impossible to determine a market value. Often, specific models in a particular condition have a concrete price - but as I said before, Mr Hafner's vehicle is currently the only '72 Shovelhead on the market.
He has been trying to sell the bike for three years now. He rejected an earlier offer of €12,500 as too low. Since then, the highest bid has been €10,000 from Hofer-Garages, which wants to use the motorcycle for advertising purposes. This offer is currently still valid. Since Mr Hafner could sell the Harley to Hofer-Garages without paying a commission, he is also not prepared to pay you a commission on the first € 10,000 should you sell the vehicle elsewhere.
He has agreed to pay you a commission of 50% on the amount you achieve over €10,000. However, this is on the condition that you sell the motorcycle within the next two weeks, because after that the offer from Hofer-Garages expires.
You have finally found a potential buyer: an owner of a software company from Salzburg named Dr Minninger, who was here in Villach on vacation. He has commissioned a mechanic to drive the motorcycle and check it out. He has also instructed his nephew to negotiate with you about the sale of the bike. He has also informed Mr Hafner that the nephew can decide whether or not to buy the Harley. Of course, you very much hope to get this sale over the line - not only because of the commission but also because it would benefit your business reputation.
Mr Hafner has authorized you to sell at any price above € 10,000. So far, you have not quoted a price but have merely remarked that the price is negotiable. Your appointment with Dr Minninger's nephew is imminent.
After you finish the negotiation, enter your email and press button Finish dialog
After you finish this negotiation, discuss the results with your coach