Mary is excited to
buy a new car.
She is not excited about
negotiating a deal.
Mary is uncomfortable
dealing
face-to-face with the car dealership.
She feels more in control online.
There are a lot of people
like
Mary out there…
… people reluctant to engage
in
a traditional negotiation.
The dealership has
inventory
they need to move.
The more negotiations they
start,
the more cars they sell.
Mary makes an offer.
Maybe even a low offer.
The dealership is excited to
have an offer.
Wishes it were higher.
The dealership makes a
counter-offer.
The negotiation is
underway.
Mary offers.
The dealership counters.
Mary offers.
The dealership counters.
You've got a deal!
