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Secrets of Power Negotiating: 15th Anniversary Edition by Roger Dawson

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Chapter 21
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 bids and ask each of them to break down their bids by component.
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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, start date, ...

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