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My husband decided on a delta type kite that you could take apart and that had bungies on the cross pieces so that it would fold down more compactly than a regular kite. The price listed on the kite was $44.00. I thought that that was too expensive. So I began to play the "bad cop" to my husband's "good cop" as was talked about in Reading 1.3 as one of the ten hard-bargaining tactics. I complained to my husband in front of the store owner that I thought that the kite seemed to be much more complicated to assemble and take down than the other types of Delta kites, and that we instead would want to consider one of the much cheaper $29.99 models.
During the negotiation, we also discovered that the only kite left of this model was the display model, so I also expressed reservations about having to take the display model.
The store owner then tried one of the other hard-bargaining tactics by belittling my alternatives, trying to convince me that the more expensive kite wasn't hard to put together and that the cheaper kites were not as good. I still stuck to my position, and continued the bad cop role by quietly taking my husband aside (but in view of the owner) and expressing concern about spending so much on the kite, especially since I was unsure that I would be able to put it together easily.
The owner eventually offered to sell us the display model of the kite for $35.99 and ended up throwing in a roll of kite string as well (enlarging the pie)
While this was a very insignificant negotiation, it did follow some of the negotiation tactics and I was actually aware of the process while we were involved in it. My reservation price in this negotiation was really the $44.00, though my aspiration price was to get at least 5.00 off. The BATNA in the negotiation was to purchase the other less expensive kite for $29.99. Once I found out that only the display model was left in stock, I knew I could likely get even a better price than my aspiration.
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