New York University Secrets of Power Negotiating Discussion

1. Master negotiator Roger Dawson wrote an article for Harvard’s Negotiation newsletter called “Secrets of Power Negotiating”, from his best-selling book of the same name. (see attached “Never Say Yes.) His strong advice included the admonition “never say yes to the first offer”. Think of an example when that would be good advice and also give an example of when it’s a bad idea.

2. Assume you are shopping for a late-model used car at a dealership. The salesperson approaches and asks how they may help you, what are you looking for, etc. You respond by saying a reliable used car, nothing more. The salesperson asks, “how much can you spend?” How should you respond? From the article “How to Negotiate the Price of a Car” posted in this week’s Supporting Materials and attached, what’s the most useful strategy to obtain a fair deal?

(2-3 paragraphs will ordinarily suffice to answer these questions)