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Your friend, Danny, asked you to sell his car because he knows you're good at negotiating, and he needs to sell it in the next 3 weeks to pay some bills. He tells you he wants $20,000 for the car, but would settle for $16,000. You look at the blue book prices and see the car is worth $18,500. He knows another friend that would buy the car right now, in cash, for $15,000, but he would only sell it for that much if the car didn't sell to anyone else after 3 weeks.
Why would you look at the blue book price?
To know where to start the negotiation
Trick question--you shouldn't look at the blue book price
In order to fractionate
Because you want to move from an interest to a position
To be informed by objective criteria
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