Video Negotiation

Video One: Doug the Art Dealer

Distributive/Integrative Tactics:

A man comes to see Doug, the Art dealer. He came here to see some pieces he heard off that they are the leftovers. Doug knows that these are the leftovers so they have a decrease in rice though the labor cost must. Despite the cost applied to labor, he said a price to the man which the man feels too much for him to pay. As distributive tactics, Doug negotiated in the price from 1900 USD to 1500 USD but the man feels like it’s again too high for him. The man didn’t agree to buy glass pieces and moved on to some other things. As he moved on to other items of wood he tried to negotiate for these as well as he loved the items. Doug as an Integrative tactic tells him the reduced price of wood pieces so the man gets so much excited when Doug told him a price for both the glass and wood pieces togetherly as the price of both is payable. In one he reduced and others he increased. The man paid for the labor by himself this is also an Integrative tactic as it helped reduce in price.

Psychological/Other Tactics: ­

The tactic here Doug uses is he reduced the price of one item that are the wood items while for the glass item he won’t reduce it much and told the buyer all together price which is the one which the buyer can pay.

Potential Improvements:

Doug told the man about the pictures that they are not real they are photo shopped at the first exposure which generated an impact of a further decrease in price on the mind of the man. He has to tell it the man but if somewhere afterward he will mention it then the price reduction in them could not be so much.

Video Two: Doug the Bailiff

Distributive/Integrative Tactics:

Both the person who is negotiating, Jeff and Dough are extremely competitive with each other in negotiation. Both have performed an appealingly good task as Doug started with 50 bucks (50,000 USD) while Jeff started with 10 bucks (10,000 USD). Here the Integrative tactics applied are: Doug told Jeff that the company is not in the market so there is no room to have the warranty of these products. As Distributive tactics, Doug knows that Jeff is about to sell the items in the market so he just won’t go down enough. He waived off that much price which will neither let him in less profit nor will Jeff have a greater margin of the profit.

Psychological/Other Tactics: 

As psychological and other tactics are concerned Jeff has to control his emotions of competition from other buyers which helped Doug to not decrease the price more. By doing so he created an image in Doug’s mind that he will buy the items so no matter what the price Doug will say he will negotiate a bit and after all, he’ll have to buy.

Potential Improvements:

The items Doug placed in the godown must not include the ones which are returned from the buyer as they generate a second thought of negativity while buying the product. This also made Jeff think further to buy the items or not due to these returned items. One more thing Jeff has to consider is calm himself down a bit more so that the man in front of him won’t catch weakness of any sort. As Dough caught instantly that Jeff is not going to leave any of the items for the other two buyers.

Video Three: Doug the Biker

Distributive/Integrative Tactics:

The Distributive tactics which Jeff utilizes to sell his statue made up of motorcycle parts are he offered 5000 USD for it but Dough said 2500 USD. Jeff said no, so Dough comes up with 4200 USD which is already good enough for Jeff as they are pretty closer to the demanded amount but due to his greed Jeff lost the much good deal as he was more likely that Dough will come up with 5000 USD again. Which doesn’t happen.

 Psychological/Other Tactics:

Doug thought that Jeff would consider the next deal which was 1500 USD for 3 days but that was not a good deal as the item is about to go across the border and then it will be returned where the chances of damage could be more than expected. In case of damage, Jeff may have to suffer a loss.

Potential Improvements:

Jeff has read the mind of Doug wrong that he would take the item’s price up to 5000 USD. He has to consider it when he said 4500 USD which was already much closer to the demanded one. Another thing Jeff could do better is he must not have to disclose the rented prices as this created decrease in price further on.

Video Four: Peter

Distributive/Integrative Tactics:

Jeff has used integrative tactics as he told Peter what the man to which Jeff called for expert’s opinion has said to him. He told Peter that he has said to pay 900 USD but Jeff is not going for it he goes for 700 USD for the fridge. Peter slightly decreased the demand and moved to 800 USD which I better for both of them.

Psychological/Other Tactics:

Jeff and the man Peter both are German so the languages have a bit more influence over there dealing. They both have a good image of each other in their minds. Jeff told Peter the actual price which was told by his experienced man. This disclosed price has generated a good image over Peter’s mind which let him negotiate the price a bit more.

 Potential Improvements:

I think Jeff has come under the pressure by Peter as they both are of the same language so he not negotiated much. But the deal they have done is pretty much good enough for both parties. It would be not good if Jeff hides the price of 900 USD as being clearer has added a plus point to Peter’s negotiation tactics.

Video Five: Sam & Alana

Distributive/Integrative Tactics:

Integrative tactics Jeff has applied is he shift the price from 5000 USD to 3500 USD which he did as he dealt in a hurry at that time. As an integrative Tactics, Alana remains silent and observes Jeff’s move which I think tells her that he is going to sell them so she just said half of the price from the demanded price as she got an idea of Jeff’s state. Jeff’s hurry nature decreases the profit out of these chairs but he gained pretty much well.

Psychological/Other Tactics:

Jeff pretended that he was on the call with Sam’s competitor to generate competition over Sam and Alana. This worked in a much appealing way, as Sam and Alana come up for 2500 USD and get the items which are chairs for 3500 USD. Not pretty much enough for Sam and Alana but Jeff has to suffer as he dealt in a hurry. If he takes some time so he can have more out of them.

Potential Improvements:

If Jeff has taken a bit more time so he can turn both of them to increase the price above a bit so the profit he got must be increased. He can also use his Technique of calling his competitor to gain more from Sam but just a hurry made a loss of much more.

Video Six: Wayne

Distributive/Integrative Tactics:

As Distributive tactics, Wayne utilizes the strategy to make Jeff feel so much pleased and important that he has not even come to buy items to Wayne but he bought many items. As an Integrative tactic, Wayne utilizes the sum up method which is also used by Doug in the first video. He added the prices of every item with a decrease in one price while on another price less margin of price reduction. While adding he made changes that cannot let Jeff find another way to deal with Wayne to have more decrease. As an Integrative tactic, Wayne also made the delivery to be free.

Psychological/Other Tactics:

Jeff is a little bit shaky in front of Wayne as he already knew that he is the father of Jeff when it comes to dealing. Jeff had tried a lot to confuse Wayne but Wayne is too much experienced in dealing and also he knew the tactics that Jeff uses to buy a thing which is more helpful for Wayne to have his profit pretty much good as well as have the deal done. Wayne also utilizes the tactic to expose Jeff with other products so if he is not interested in one so he would find another one that catches Jeff’s attraction.

Improvements:

If Jeff could control himself from buying items so it will be good as he bought those items which are not needed by him. He only bought such items because Wayne made him feel special.