Chapter 5Beginning Negotiating Gambits: The Reluctant Seller and the Reluctant Buyer

Imagine for a moment that you own a sailboat, and you are desperate to sell it. It was fun when you first got it but now you hardly ever go out on the boat and the maintenance and slip fees are eating you alive. It’s early Sunday morning, and you’ve given up a chance to play golf with your buddies because you need to be down at the marina cleaning your boat. You’re scrubbing away and cursing your stupidity for ever having bought the boat. Just as you’re thinking, “I’m going to give this turkey away to the next person who comes along,” you look up and see an expensively dressed man with a young woman on his arm coming down the dock. He’s wearing Gucci loafers, ...

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