Chapter 21Unethical Gambits: Cherry Picking
Cherry Picking is a gambit a buyer can use against a seller with devastating effect, unless the seller is a Power Negotiator and knows his or her options. Imagine that you’re getting bids from contractors on a remodeling job at your house. It involves adding a second story office over your garage. You ask three contractors to submit bills and ask each of them to break down their bids by component.
Which bid should you take? Contractor “A” at $36,850, contractor “B” at $36,050, or contractor “C” at $37,650? If the choice is obvious to you, you are probably obsessed with price. If the workmanship, reliability, ...
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