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Fortunate Ford
Marjorie Corman Aaron
This is a short and sweet classic used car negotiation, intended to be purely distributive. It was originally developed for a negotiation workshop for Ford management and Ford UAW members. It could take no more than several minutes to negotiate, though you could certainly allocate 15 – 20. Informed that they have ample time, negotiators have no excuse not to engage in introductory chit chat and strategic curiosity about the other’s circumstances. (Frankly, they should do so even with a short negotiation window.)
Fortunate Ford – Teaching Note (pdf)
Fortunate Ford – Confidential Information for Proud Ford Owner (pdf)
Fortunate Ford – Confidential Information for Potential Ford Purchaser (pdf)