The Vespa "Special" 50 cc (A): Buyer
A person wants to sell a motorbike, a Vespa 50 cc produced in 1967. It is a very rare and beautiful scooter, but it has an engine that is not original and different from what is reported in the documentation. The seller is aware that even a professional mechanic would find it difficult to spot such an anomaly in the Vespa. The negotiation between the seller and the potential buyer might be affected by the disclosure of such critical information.
Collection: IESE (España)
Ref: NEG-32-E
Format: PDF
Number of pages: 2
Publication Date: Oct 14, 2022
Language: English, Spanish
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Description
A person wants to sell a motorbike, a Vespa 50 cc produced in 1967. It is a very rare and beautiful scooter, but it has an engine that is not original and different from what is reported in the documentation. The seller is aware that even a professional mechanic would find it difficult to spot such an anomaly in the Vespa. The negotiation between the seller and the potential buyer might be affected by the disclosure of such critical information.
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Learning Objective
- Discussing negotiation pillars: critical phases, processes, variables (BATNA, ZOPA, etc.)
- Discussing the importance of transparency and trustworthiness in negotiations
- Discussing the importance of transparency and trustworthiness in negotiations
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"The Vespa "Special" 50 cc (A): Buyer"
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