Originally published in the Los Angeles Daily Journal "Forum Section" Friday, August 17, 2007
Understanding the Effects of Anger in the Negotiation Process
The car salesman has just returned and counsels you: " I am so sorry. My sales manager says no lower than $24,550, out the door, taxes, license and all. Period."
Your research has told you that the car is usually sold for between $23,500 and $24,000, out the door. This stuff with the sales manager’s approval being needed is, you believe, hogwash. You are furious!
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