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Secrets of Power Negotiating by Roger Dawson

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Chapter 19Unethical Gambits: The Decoy

The other side can use the Decoy Gambit to take your attention away from what is the real issue in the negotiation. Perhaps you are selling custom gears to a large manufacturer of bulldozers located in Houston. You have been calling on this company for two years trying to get your foot in the door, but they have never been willing to budge from their existing supplier. However, today appears to be the day when all your persistence will pay off. The buyer offers to give you a large order providing that you can complete shipment in a 90-day period. Both of you know that it typically takes 120 days to design, engineer, and manufacture a custom gear. The thought of getting the sale excites you, but you realize ...

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