I. Background

Having a personal vehicle is the desire of every family in Indonesia.. Not only will be used during the holidays, but to support the daily activities like going to the office or taking a child to school is necessary given the means of public transport has not met the standard for those who have a well -established economies. Buying a new car can be one of the interesting things from your life.. For the first time to buy a car usually invites feeling emotionally laden. Nothing wrong if some people are buying more cars on credit Buying a car can be a part of the commitment to long-term financial arrangements. Financial order which has been prepared to have a car is not in vain, do not be too trusting with the mouth and lip sales, so you are not wrong to buy a car. As reported carazoo.com, here are some tips on buying a car that might be useful:

Information is Key

Determine Your Budget

Inviting Friends Do not Talk About Money

Salesman Not Friends

Calculate Maintenance Costs Gasoline or Diesel option

Excessive desire

Test Drive Leave If You Do not Like

If you are not happy or satisfied with the agreement of the showroom, you can politely declining their offer, to further seek alternatives dealer or other products

In accordance with the assignment that has been given to us in order to meet the Mid-Semester for the course Negotiation and Decision Making , then I am required to apply the knowledge that

I have gained in negotiating the school and tried to follow the signs were given in accordance with the above mentioned tips as the base grounding in the car buying process .

When associated with the current conditions , in private there are 3 main considerations in choosing a car , especially in this case is the first car : • Based on needs , ie family vehicle need a comfortable and safe by considering the number of family members • Traffic Conditions Jakarta and Bandung • Budget available : Car Ownership Program £ 170 million plus 20 MM of own funds Based on the above considerations , then the authors assign the selected type of car is that meets the following criteria : - Car Type MPV - 7 seater - Using Matic Transmission - Budget provided approximately 187 million

Based on that , the authors attempted to collect data by type of MPV car data - 7 seater air- tarnsmisi Matic , the new conditions ( in accordance with the regulations COP ) , and has the price range mentioned above . Considering that there is a cash back of the car the car is on offer in the market , then the negotiation process in this case is related to price negotiations in the can along with the bonus of car purchases mentioned above , of course, consider the terms of the quality of the car, having a minimum average value the good one. After the screening melakuka starters against some types of cars matic MPV on the market then comes four names that the writer is 4 cars that meet the criteria for a safe and comfortable as well as necessary

II. Proses Pengumpulan Data – Negotiation with My self

Lately, to choose the ideal vehicle for the family of course a bit confusing consumers remember

the class Low-end MPV 7 passengers has been present champions who incidentally created by the designers of automotive and engineering of state sunrise with a variety of benefits offered.

Well, in order not to confuse consumers, here we make a fair comparison between Honda Mobilio vs Grand Livina vs Suzuki Ertiga Vs Chevrolet spin. This comparison we made from the perspective of some observers automotive, but also based on test drives performed on each

product Low-end MPV. In buying an MPV vehicle that has been present in Indonesia's automotive exchange, of course, there are 6 (six) things that will be considered by consumers,

including:

- Features - Design

- Fuel Consumption - Engine Perfomance

- Accomodation - Price

Based on the above references , then gather the following data :

Based on the above data , then there are two cars were a strong candidate for the purchase

namely : Honda Mobilio and Suzuki Ertiga , with calculation of pluses and minuses as

follows :

Honda Mobilio E Prestige A / T

( + ) Performance , handling , features

( - ) Interior design , variants

Suzuki Ertiga GX A / T

( + ) - Effectiveness of fuel , interior design , comfort

( - ) Round bottom , exterior models

penulis memepunyai keputusan untuk tidak memilih Grand Livina dikarenakan faktor harga

(XV Matic) , biaya service dan spare part yang tergolong mahal, mempertimbangkan pula bahwa dari hasil test drive , kualitas nya hampir sama dengan ertiga dari performa mesin dan handling.

Penulis juga tidak memasukan avanza dalam target pemilihan mobil ini di karenakan pertimbangan kenyamanan dan keamanan untuk keluarga, serta pengalaman mengecewakan memakai avanza oleh kelurga saya.

COMPARISON Suzuki Ertiga VS Honda Mobilio - EXTERIOR

Design

Speaking of design, both Suzuki Ertiga and Honda Mobilio had conflicting concepts. If Ertiga

more inclined to choose the concept of casual, Mobilio was more inclined to sporty.

The advantages of the two cars is the design that equally embraces the style of today's modern-

style cars. While shortcomings that if Honda Mobilio looks less proportionately than the side

models, Suzuki Ertiga actually looks less proportionately from behind.

Judging from public spectacles, the beauty of design Ertiga is not less than the beauty of the

design Mobilio. Just to compare which one is best between Ertiga vs Mobilio, we taste it back

again to the tastes of each. If you like the simple design, the Ertiga is a good choice, but if you

prefer an aggressive design, the Mobilio is not a bad option as well.

Dimension

Specification:

Suzuki Ertiga dimensions: length 4265 mm, width 1695 mm and height of 1685 mm.

Honda Mobilio dimensions: length 4,390 mm, width 1,680 mm, height 1,610 mm

Honda Mobilio longer 125 mm, but lost a width of 15 mm and 75 mm lower than the Suzuki

Ertiga. From this it can be deduced that Suzuki Ertiga has a body that is wider and taller than the

Honda Mobilio.

Although the body Mobilio longer, but the wheelbase (distance front and rear wheels) Mobilio

only 2,650 mm while Suzuki Ertiga 2.740 mm. That means Ertiga has a 90mm longer wheelbase

than the Mobilio. . Ertiga has the advantage on the exterior design, for example the number of

bolts 5 pieces on velgnya stronger than mobilio,

Ertiga has a triangular glass to look at the rear view mirror while mobilio not, because the light

is better equipped Ertiga grave shield

Given Mobilio wheelbase shorter but has a longer dimension of Ertiga, this will certainly affect

the stability Mobilio itself.

INTERIOR :

Design & Materials

It should be recognized that the interior of the Suzuki Ertiga far more luxurious interior than

Honda Mobilio. Suzuki really serious dressing cabin display Ertiga as can be found in the

dashboard, door trim, steer, air conditioning, seat until the election materials used.

Sementara tampilan Mobilio cabin looks like a standard dashboard design that is shared with

Brio and Brio Satya which incidentally is the low-cost car. As a result of this condition can be a

negative point for prospective buyers particularly high prestige.

Upholstery - Accommodation - Baggage

Suzuki Ertiga seat a little better because it is made thicker and sturdiness, while the seat Honda

Mobilio looks thin and standards. Only Mobilio has advantages contained in the Mobilio type E

and above, where the second-row seats can be shifted simply by moving the lever one touch

thanks to a system of one-touch tumble. Features that do not exist on the course Ertiga facilitate

passenger access to the third row. However Ertiga passenger seat armrest has the advantage of

being equipped so as to provide comfort for passengers.

Has a longer body also automatically create Mobilio passenger cabin feel more spacious than the

Ertiga. By doing so, the Mobilio feels more comfortable when used to transport many

passengers.

It is also an impact on the wider trunk although the third row seats folded yet. Fortunately Ertiga

third row seats can also be folded to provide additional luggage space to be slightly offset

Mobilio.

ENTERTAINMENT FEATURES

Neither Suzuki Ertiga and Honda Mobilio equally equipped entertainment features are quite

good. Some standard entertainment features like audio, LCD, CD, USB, MP3, and radio has

been embedded in the cabin of the car.

Only Suzuki Ertiga slightly superior because has been equipped with Audio Steering swicht and

2 Tweeter thus enhancing driver and passenger comfort in it. While Mobilio has the advantage

of audio that is already using the touch screen 2DIN Head Unit.

SAFETY FEATURES

Standard safety features such as dual airbags, seat belt, EBD, ABS brakes and dual airbags is

equipped on Mobilio Honda and Suzuki Ertiga. Which distinguishes between the two safety

features are:

Honda Mobilio has additional safety features such as body frame that embraces technology G-

CON + ACE TM to dampen the effect of collisions when things happen that are not desirable,

the technology applied to Honda Mobilio is also safer because there is damping when the

collision occurred with another car Different sizes (ACE technology). Seatbelt Mobilio also

been equipped with the technology ELR (Emergency Locking Retractor) which serves to lock

when cornering and stops abruptly at the same time unlock the elongation of the belt when the

vehicle stops, walk slowly or standard, automatically.

Suzuki Ertiga has additional safety features such as collapsible steering column technologically

functioning in case of a hard collision, the steering shaft to be broken so that the steering wheel

is not the driver's chest. Also equipped with Side Impact Beam which will make the door

remains sturdy and protect passengers in the event of a collision from the side.

SECURITY FEATURES

To minimize the risk of theft, Mobilio Honda and Suzuki Ertiga equally been provided with key

immobilizer and security alarm.

CONVENIENCE FEATURES

By supporting comfort, both Suzuki and Honda Mobilio Ertiga has an embedded AC double

blower for passenger comfort. And feature ECO indicator for driver comfort, which is used to

detect and provide information directly to the driver about fuel-efficient driving manner.

What distinguishes the two is on some details such as:

Honda Mobilio:

For passengers, Honda Mobilio space that is much broader than the Suzuki Ertiga the rear seats

are not so broad necessarily provide comfort. Especially if Mobilio used to transport a lot of

people.

For the driver, the head unit Mobilio already using a monitor and can be integrated with the rear

camera (rear parking camera) that is even easier when parking.

Suzuki Ertiga:

For passengers, there are cup holders for the front passenger who lived just pressed the button

and the cup holder will appear on the right side of the dashboard.

For the driver, Suzuki Ertiga features Audio swicht Steering mounted on the steering wheel.

With so drivers do not need to bother and hindered his concentration to adjust the volume and

some other functions of double DIN Audio has.

Driver comfort is added thanks to the headlamps equipped Ertiga Grave Shield so that could give

more focus lighting and not dazzling other motorists. Also triangular glass in the front door,

which adds to the comfort of the driver to minimize blindspot and prevent collisions.

HANDLING

By using a MacPherson Strut front suspension and rear suspension H-shape Torsion Beam,

suspension Honda Mobilio feels more rigid than the soft suspension Suzuki Ertiga because it

uses MacPherson Coil Spring (front) and Torsion Beam (rear).

Although still equally comfortable in the category, but Mobilio shorter wheelbase and rear hang

Eriga more proportional than Mobilio (-20cm) makes handling Ertiga handling feels more stable

than Mobilio especially when doing a sharp turn.

Performance of

Suzuki Ertiga carries the K-Series engine 1400 cc DOHC and VVT is able to pour power 94 hp

engine rotation of 6000 rpm, while Honda Mobilio equipped with Honda's i-VTEC engine of

1,500 cc SOHC, Drive by Wire is able to pour power 118 hp at rpm 6600 rpm.

From here it can be seen that the cc Honda Mobilio has a slightly larger and far more responsive

than Suzuki Ertiga. Even so for the record, engine rpm lower Ertiga to produce peak power, so

Ertiga also not too bad in the affairs of engine performance.

In addition, the two cars have the same front-wheel drive makes the performance of both more

fuel efficient and better acceleration in urban streets.

CONSUMPTION Fuel

For fuel consumption, Suzuki and Honda Mobilio Ertiga virtually balanced. Where the fuel

consumption km / liter her recorded together on a variety of routes:

• Urban route (Aggressive) = 1: 9

• The freeway (Eco Drive) = 1:15

• These combinations = 1:12.

In general, from several tests known that Ertiga slightly more economical if taken for

long trips (outside the city) while Mobilio slightly more efficient when used for daily car

(in the city). This difference may be due to the character of Ertiga suitable DOHC engine

at high RPM, while the SOHC engine character Mobilio fit in constant speed. Even so,

the difference between the two is not too significant, in other words, only a fraction of a

kilo per liter.

Honda Mobilio more responsive performance than the performance of the Suzuki Ertiga,

but the handling is better than the Suzuki Ertiga handling Honda Mobilio.

Determine which one is better between Honda Mobilio and Suzuki Ertiga by doing a

comparison between them is not an easy thing to do. Because either Honda or Suzuki

Ertiga Mobilio, each having the same specifications are both very reliable, both for the

technical side or to the side of features. Although both types of cars are from a different

brand or brands, armed with its qualified specifications are not be surprised if in the

meantime a lot of people who made the two types of cars such as the best option Low

MPV Class Cars

For now, both Honda Mobilio or Suzuki Ertiga both are equally a car with the highest

rating for the segment Low MPV worth Rp150 million to Rp200 million in Indonesia.

But the condition is slightly more will actually make us particularly prospective

customers get confused when choosing (buy) one between them. Why? For both types

of cars are equally promising a more comfort through advanced features it has. But

nevertheless we would have to keep choosing one among the two cars because it is

impossible to buy both at once unless we have a lot of money.

III. Negotiation Process

- Negotiation issue

Seperti yang telah di sebutkan di atas , process negosiasi dalah hal ini meliputi discount

harga dan bonus yang di peroleh dari penjual atau dealer. Terdapat beberapa situasi atau

kondisi yang tidak menguntungkan pada saat mealukan negosiasi dalam kasus ini,

diantarnya:

- Timing

Pada saat negosiasi ini dilakukan adalah pada saat menghadapi Lebaran , pada mas ini

maka demand terhadap mobil meningkat, Peningkatan permintaan akan mobil

memeberikan keleluasaan bagi dealer untuk menahan discount yang seharusnya

diberikan kepada konsumen, dan hal ini merupakan hal yang lumrah dilakukan oleh

salesman/delaer untuk memaksimalkan kentungan yang di dapat dari penjualan satu

mobil, walaupun ada berbagai promosi tapi hal itu tidak terlalu significant. Saat yang

tepat adalah sekitar awal atau akhir tahun yaitu pad saat para produsen ingin

menghabiskan stok mobil yang tersedia, beberapa produen ada yang bisa memberika

discount samapai dengan 45 juta.

- Membeli dengan Cash

Satu hal lagi kondisi yang menguntungkan yang di hadapi oleh penulis adalah bahwa

dalam pembelian mobil ini dilakukan melalui fasilitias kantor yaitu COP = car

ownership program , dimana pembelian dari dealer adalah sifatya cash, sehingga

tidak memberikan pendapatan yang maksimal uutuk para salesman. Akibatnya para

salesman akan lebih memilih para pembeli yang sifatnya kredit dan memberikan

discount maksimal kepada mereka.

- Player

Sementara itu player dalam kasus negosiasi ini adalah :

1. Tresnandi Indra Mukti sebagai Pembeli

2. Mr.Roby Faizal From PT.Nusantara Jaya Sentosa (auhorized dealer Suzuk Soekarno

Hatta)

3. Mr.Ridwan Kamil from PT. Nusantara Jaya Sentosa( Authorized dealer Suzuki in BIP

site)

4. Mr.Deki from Nissan Dealer Cimahi

5. Mr.Pratama from Auto 2000 kebon Jeruk Jakarta

6. Mr.Wahyudi from Autobest Soekarno Hatta (Honda authorized Dealer)

7. Mr.Sandy from Autobest Pasteur (Honda authorized Dealer)

8. Mr.Irwan, from Chevrolet Soekarno-Hatta

9. Mr.Andreas from Chevrolet Kuningan Jakarta

- Chronology

Adapun kronogi atas process negosiasi itu terbagi menjadi 2 kegiatan utama :

- Negosiai by Phone, Called and Chatting

- Negosiasi di tempat Dealer, face to face

Dari perjalanan pengumpulan data dan negosiasi, maka dapat di simppulan sebagai berikut:

BATNA : IDR 190 MM

ZOFA BUYER : Aspiration Price = IDR 170 MM

Reserve Price = IDR 190 MM

Zofa Seller :

Honda Mobilio : Aspiration Price = 216’500 – 22’500

Reserve Price = 216,000

Suzuki Ertiga : Aspiration Price = 213,500 – 25,500

Reserve Price = 213,500

Sehingga dapat di gabarkan sebagai berikut :

Dikarenakan tidak deal dalam process pembelian mobil tersebut, dimana penulis masih

mempertahankan nilai diskon yang didapat, maka penulis mengajukan proposal terbaru yang

mungkin bisa di setujui oleh penjual yaitu (integratif approach – bridging methode)

- Pembeli setuju dengan potongan di atas tetapi menginginkan tambahan bonus

yaitu kaca film depan, ompang, dan body cover srta talang air.

- Atau discount sejumlah 27,500 tanpa ada tambahan kaca film depan, onpang, dan

body cover

Sangat sulit sekali ternyata bila berhadaapan dengan posisi membaayar cash dengan fasilitas

kantor, dikarenaakaan tidak ada adanya insentif untuk para salesman dari penjualan dengan

kredit dan dari asuransi. Tidak ada deviasi berdasarkan keterangan dari salesman, tapi penulis

berkeyakinan bahwa terdapat celah unutk bisa mendapatkan bonus yang lain.