You are in the market for a sports car and have taken a fancy to the Mercedes SLS, which is advertised at $120,000. The most that you can raise is $105,000. You meet the owner at his garage and casually tell of your interest. You mention that you could raise $105,000. The owner agrees to sell the Mercedes for that amount. Is this:

  1. An offer you cannot refuse?
  2. A lousy situation?
  3. An occasion to celebrate your bargain?

You are in a restaurant with a group of friends to celebrate your partner’s birthday. You are ignored by the restaurant staff for over twenty minutes, even though you had booked a reservation and arrived on time. Do you:

  1. Complain to a passing waiter about the delay?
  2. Find the head waiter to complain about the delay?
  3. Tell the head waiter that you want a complimentary bottle of wine for your party while you are waiting?
  4. Ask to see the owner to complain about the delay?

You have been working in a sales operation for two years and have found out that some of your colleagues are paid more than you, and one of them has only been there for six months. Do you:

  1. Complain to your boss about your treatment and claim that you deserve a raise in pay?
  2. Tell your boss how much better you are than the new recruit.
  3. Suggest that the boss outlines the criteria by which your pay will be increased?

Further Discussion Questions

  1. Have you ever been in a situation where you didn’t have enough money for something you wanted but offered what you had anyways? Did you make the deal? Do you think that it can be helpful when you are negotiating not to place too much concern on whether or not you make the deal?
  2. Have you ever received something in compensation for bad service? What was it?
  3. Have you ever asked for a raise? What happened? What – if anything - would you do differently if you could go back and negotiate again?
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