Bargaining Situation Of A Family Buying A Car Commerce Essay

Negotiation is today a common agency of deciding household, work and social differences. Peoples with different backgrounds, position and personalities negotiate all the clip. They negotiate with the members of their households, with their friends, with their colleagues or company ‘s directors, while shopping or while inquiring for different merchandises or services etc. They negotiate one individual issue or several issues, depending on their involvements, and they hope to make a concluding understanding every clip. Family dialogue is one of the most common dialogues. This sort of dialogue takes topographic point about every twenty-four hours, without the parties even recognizing that they are really negociating. Most of them perceive the dialogue more as a household treatment or difference. Negotiations are done between two or more than two parties ( group dialogues ) . For illustration, we can mention to a dialogue between household members: hubby and married woman, male parent and girl, female parent and boy or parents and kids, and, on the other manus, we can mention to dialogues between near or non so close relations. This paper is traveling to show and analyse a household dialogue. Although they are seeking to make up one’s mind about the purchasing of one object, there are multiple issues to be discussed. The type of dialogue conducted is integrative. The originality of this paper stands in the concluding colony which meets the parties ‘ involvements taking into consideration their demands and besides position.

Cardinal constructs: household dialogue, integrative bargaining, MESO

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1. Introduction

A typical strength of household dialogues is that household members are willing to suit each other on the route to making an understanding. This constructive attitude is due in no little portion to the strength of household ties. Typically, household members are truly interested in one another ‘s public assistance and prefer to avoid struggle because of its consequence on future interactions. Most household members are by and large good intentioned when they negotiate, and one would believe that such an orientation would do it easy for household members to listen to each other ‘s position and to larn about each other ‘s involvements and restraints really fast therefor to shorten the clip needed for a colony.


Helen is the female parent of two kids, Christine and Robert. Despite being their individual parent she ever succeeded to pull off the house and to take attention of her kids in an model manner. After analysing her household necessities she realized that a auto would be really utile for her and her beloved kids. The budget is 25 000 euro.

The parties


Helen thinks that a household auto would accommodate absolutely in their state of affairs and they can utilize it for going, shopping and in any other pressing state of affairs. Helen uses a work auto, but she observed that her director is non that willing to give her that auto and she does n’t desire to depend on that anymore. Besides, if she would n’t utilize the auto, her director said she would be entitled to a higher wage which she intends to bespeak after purchasing one. Besides, the auto she got from the work topographic point can be used merely from Monday to Friday. Helen has some wellness jobs ; she is regularly complaining of really bad back strivings. That is why she needs her ain auto to utilize it for shopping at the supermarket besides during the weekends. Helen has consulted with several of her friends and came to the decision that purchasing merely one, good and safe auto for the full household is the best option.

Robert is the boy of Helen and brother of Christine. Robert has thought about what the household needs. He observed that since his female parent is working and Christine is a pupil they need two autos: one for himself and the other for his female parent and sister. He thinks that the household needs more than one auto to utilize it for transit inside the metropolis and besides for any other sort of state of affairss. Robert knows that his female parent Helen really has the work auto, but her director is non willing to allow her utilize the auto any longer, and Robert does n’t experience good about his female parent ‘s state of affairs. A better pick can be to purchase a auto for Helen and the company will pay her fuel money. Robert wants two autos: one new and the other one can be 2nd manus. The new 1 might be Chevrolet Captiva which is a all right landrover. With the remainder of the money a little metropolis auto can be bought, for illustration a Renault Clio. Both autos should be diesel because they consume less and cost less than fuel. He besides thinks that Christine does n’t necessitate a auto. She wants a auto merely because her friends at the university have one. He thinks that she can portion it with her female parent, while he needs a auto to do a better feeling when he goes to concern meetings and to go easier in metropolis.

Christine, as her female parent and brother figure, wants a auto for herself. This thought came to her head when some friends at the university got their ain auto when turning 18 and now she does n’t desire to allow it travel. More than this she wants her auto to be fine-looking than some miss ‘s Jenna from her group. She insists on acquiring her ain auto although she knows her household would ne’er O.K. . Because of this, she would be willing to settle for holding the auto to travel to school every bit frequently as possible and besides for traveling out in the eventides and on weekends.


Helen cares really much about her kids, possibly excessively much. Buying a 2nd auto merely for them would be the last option because she is truly afraid of auto accidents. She found out late that one of her friends about lost her kid in a auto accident and since so she became more scared although both her kids have driving licences and their teacher told her they are first-class drivers.

Robert ‘s last resort is to take up a loan and purchase a auto himself and so pay monthly rates to cover his recognition. That is in instance he does n’t acquire the auto when he needs it and this can easy go on since he does n’t hold a fixed agenda at work and meetings outside the office arise without notice all the clip. In this state of affairs he wo n’t be able to purchase the auto he wants because he is still on entry degree and although he is bright and manages his undertakings really good he does n’t hold a high plenty salary to allow him taking up a large recognition from the bank. Besides this is non a great result for he will be obliged to pay besides the involvement rate to the bank which can lift up to 50 % of the amount borrowed.

Christine ‘s option, if she does n’t acquire a good declaration, is to inquire her female parent to purchase 3 inexpensive or 2nd manus autos. As she figures: non such a great auto beats holding no auto at all.


Helen ever takes into consideration her kids ‘s sentiments and wants to see if they agree with her determinations. She heard them stating they want a auto merely for themselves or one for each of them and she wants to explicate to them really good all the issues related to purchasing a auto for their household. Besides she wants to see what their outlooks are because they have ever acted like a existent household and ever came to a common understanding. None of the kids want to upset their female parent either. They know and appreciate her battle to raise them good and after all she is the one paying. More than that, they trust her sentiment. However they want to be certain that she understands their demands and wants before doing a determination.


Helen believes in the general known fact that it is better to purchase merely one good, new and safe auto for instead than passing the money on 2nd manus autos that will interrupt down easy and will decidedly non be every bit safe as the first option. Robert knows that in his line of work repute scores large points and a good auto would assist him in this country. In Christine ‘s university 50 % of the pupils have autos and a athleticss auto add large points to popularity.


2.1. Land regulations

In this dialogue each party will talk for itself. The dialogue will take topographic point in their dining room get downing with 8 ‘clock in the eventide and hopefully wo n’t last more than one hr. All three parties involved will sit around the tabular array at equal distances while negociating. The female parent will open the treatment, province her sentiment, so allow the older brother talk his head and so Christine. They will province all their involvements, demands and places from the beginning. A verbal concluding understanding is sufficient to settle.

2.2. Positions of HELEN




Street arab

Get a safe, new auto for the full household

Use it for traveling to work, going, shopping etc.

Large auto with a big bole

Diesel auto for cost reduction

The money should be plenty for insurance

Have the auto for permanent usage

A auto that does n’t impact really much the environment

All services included


Trade name

2.3. Positions of ROBERT




Street arab

Get a auto merely for me

Low fuel ingestion

Known trade name to stress on professionalism

Safe auto

Low service cost

Low insurance cost

Strong engine


Display screen

2.4. Positions of CHRISTINE




Street arab

Get a auto

Have it for traveling to university and for traveling out in the eventides and on weekends

Particular design

Preferment sound system

A athleticss auto

Yellow-pearled colour


Unlimited gas

Large engine

Known trade name

Leather seats

Well experient negotiants get past stated places ( what the party demands ) and understand the underlying involvements ( why the party wants what it demands ) . Often, disputes over places will be unreconcilable, whereas a focal point on involvements will take to a reciprocally acceptable understanding. Some households are promoting household members to woolgather and research their reliable involvements and to show these involvements within the household. These households have civilizations where household members can speak openly about their ends, demands, and frights.


Helen: Hello beloved! I ‘m glad you found the clip to sit and speak to me. You know it is really of import for me that we decide together upon issues refering the full household and this 1 is a really of import one, in my sentiment. You know we have a amount of money I tried to safe in the last old ages. It got to 25 000 euro late. I want to put it in purchasing a auto. I want a household auto for all of us. For illustration VW Tuareg would be perfect, but I besides want to hear what you think. So, now delight state me your sentiments and I would be really happy if you have suggestions, excessively.

Robert: Ma, this is what I want [ aici intervine ROBERT ]

Helen: Sooner state, I will give some feedback, but first Lashkar-e-Taiba ‘s listen to your sister. I want to cognize what she wants besides.

Christine: Well I want what every pupil wants. …… [ CHRISTINE ]

Helen: I understand your demand really much, Robert. And yours, excessively, Christine, even if it sounded to me a small spot infantile. I know that the perfect state of affairs would be the possibility of purchasing a auto for each of us. But, as I told you, I have the money merely for one individual auto. I truly necessitate it in order to travel to work and for shopping. You know really good about my wellness jobs and I do n’t desire to depend any longer on the auto given by my foreman. You know I do all these for you, because you are everything I have.

Christine: But, ma! What will my co-workers think about me? They all have fancy, athletics autos. I ‘m the individual pupil in my group that comes to faculty by pes. I ‘m so abashed!

Helen: Christine, I have told you several times that you have the capableness to obtain everything you want, but in clip and with your ain strengths. You are a smart child and I ‘m certain that you are able to recognize that the auto you want is n’t a necessity.

Christine: Sooner state, ma! … … ..

On the other manus, I think that Robert needs this auto about every bit much as I do. But what can we make? We have the money for merely one auto.


Every individual goes into her room thought about the result of this dialogue. They each imagine themselves in their trade name new auto. Robert is satisfied with the consequence. He will hold its ain auto which was indispensable and he besides gets to take it every bit long as he sticks to the budget, of class. He will happen a auto belonging to a well-renowned trade name with a good ratio between engine size and gas ingestion. He will hold it at his disposal whenever necessary for pressing meetings or for merely traveling to work and coming back place.

Helen is satisfied with the result every bit good. She knows she did the right thing and made the right determination. She is really happy that she will shortly purchase a auto even if it is n’t the one she wanted at the beginning. She loves and appreciates her boy a great trade. She is proud that he got a good occupation after graduation and she is happy to give him the money to purchase his ain auto. She besides appreciates the fact that he is n’t looking for a athleticss auto like his sister, but a serious auto to assist him acquire a successful image among his spouses.

Christine is n’t really happy with the consequence of their small confab but she is n’t surprised either. She figured that she wo n’t be having a auto of her ain. Like any other adolescent she will look with a small spot of enviousness at her more popular friends at school who have fancy, athletics autos, but she knows she will acquire over it. Her female parent must be right: there are things of much more importance in life than this 1. Her thought is to acquire good classs and after that a occupation merely like her brother ‘s or better. First, she thought of reasoning with her female parent individually after the dialogue possibly the following twenty-four hours to acquire another consequence, but so she reconsidered. She remembered everything her female parent does for them and figured to reason a determination already made is non appropriate.


It was really good that the parties established a familiar topographic point to run into and that they were all present in clip for the treatment. Besides the dialogue was really polite without the emotional effusions specific to household treatments. This was possibly because this is non a typical household. The male parent is losing and possibly they went through difficult times together and learned in clip to esteem one another and particularly the childs to esteem their female parent. She was besides the one to speak first since she organized the meeting. She told the kids everything that was on her head without concealing anything from them. Afterwards she took attention that each of them speaks his head, listened the carefully and them took a determination.

What was non so good about this dialogue was that the female parent did n’t fix in progress, intending she had n’t much knowledge about auto trade names, auto trifles and so on. She merely had some general thoughts she heard from different beginnings. In the proficient country maybe it would hold been better to take some advice from her male child or inquire him to fix in progress with this and learn her what she needs to cognize to take a good determination.


If there is a individual taking the dialogue and who has the authorization and position that puts him/her in the place of taking the last determination, that individual should acquire really good informed about the subject being discussed. It is a good thought to acquire the other parties involved in this, each coming with the things or countries he knows best because of his old preparation or merely because he has a avocation for that.


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