ABSTRACT
This chapter discusses a warm-up simulation of a used car sale. The seller's entry price and terms are the starting point for the negotiation. The buyer has to decide whether, for example, to pull on the ticket price or to push on the offer already made on the trade-in. This is the difference that has to be financed, either in full by the seller or in part by using some of the available cash. Each negotiation is unique to a time and place, and to the people present. Great skills could be required to achieve a result not all that far from the entry position of the seller. This simulation illustrates vividly that there are no 'right' solutions to a negotiation. It depends on what the negotiators at the time and place of the negotiation regard as important for them and how this is indicated by interaction with the other negotiators whose priorities are not predictable.
