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Decide and Conquer: The Ultimate Guide for Improving Your Decision Making, Second Edition
book

Decide and Conquer: The Ultimate Guide for Improving Your Decision Making, Second Edition

by Stephen P. Robbins
October 2014
Intermediate to advanced content levelIntermediate to advanced
224 pages
4h 10m
English
Pearson
Content preview from Decide and Conquer: The Ultimate Guide for Improving Your Decision Making, Second Edition

16. Where You End Up Depends on Where You Start: The Anchoring Effect

The more you ask for, the more you get.

—Anonymous

Brian and Rhonda had been looking for a home for several months. Then they came across the perfect place. The seller was asking $295,000 for it. Brian, always the smart negotiator, began doing his homework. He got a report listing all recent home sales in the area. He found ones that were similar to the one he wanted. He compared them on lot size; number of rooms; square footage; and quality of construction, age, condition, and similar factors. After this careful analysis, Brian concluded the fair market value for this house was $255,000. Now came the challenge. If Brian allowed the seller to focus on the $295,000 asking price, ...

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Publisher Resources

ISBN: 9780133966862Purchase book