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Thumbnail image for product with reference number 9-895-013
Compact case
Wheeling and Dealing: The Zirconia GT
Case
-
Reference no. 9-895-013
Subject category: Case Method and Specialist Management Disciplines
Authors: Craig R Best (Harvard Business School); S Melland (Harvard Business School); Howard Raiffa (Harvard Business School); James K Sebenius (Harvard Business School)
Published by: Harvard Business Publishing
Originally published in: 1994
Version: 4 January 1995
Length: 3 pages
Data source: Generalised experience
Topics: Negotiations; Personal strategy & style
Share a link: https://casecent.re/p/45785
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Abstract

Discusses a personal negotiation episode in purchasing a car. Illustrates tactics and strategies commonly encountered by car buyers and car salespeople.; Illustrates the negotiation strategies of the inexperienced car buyer and the experienced salesman to provoke discussion on the value of preparation and strategy.
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Abstract

Discusses a personal negotiation episode in purchasing a car. Illustrates tactics and strategies commonly encountered by car buyers and car salespeople.; Illustrates the negotiation strategies of the inexperienced car buyer and the experienced salesman to provoke discussion on the value of preparation and strategy.

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Sorry, this product has no related items.