The Vespa "Special" 50 cc (A): Buyer

Vaccaro, Antonino

Product #:NEG-32-E

Supplier:IESE Publishing

Discipline:General Management

Details:Case (PDF) • 2 pages • 2022-10-14

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Industries:

Food and beverage sector

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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.

Learning Objectives

- Discussing negotiation pillars: critical phases, processes, variables (BATNA, ZOPA, etc.) - Discussing the importance of transparency and trustworthiness in negotiations