Case | HBS Case Collection | November 1994 (Revised January 1995)

Wheeling and Dealing: The Zirconia GT

by Howard Raiffa, James K. Sebenius, Craig Best and Scot Melland

Abstract

A personal negotiation episode in purchasing a car is presented. Tactics and strategies commonly encountered by car buyers and car salespeople are illustrated.

Keywords: Debates; Negotiation Tactics; Sales; Strategy;

Citation:

Raiffa, Howard, James K. Sebenius, Craig Best, and Scot Melland. "Wheeling and Dealing: The Zirconia GT." Harvard Business School Case 895-013, November 1994. (Revised January 1995.)