How to Negotiate by seeing opportunity when others see a flaw.

I’ll never forget the first time I watched a true negotiation win. I was sixteen, hunting for my first car, and we found a 1996 white Z71 in Amarillo. It was in our price range for one simple reason: a basketball-sized dent over the rear driver’s-side tire. This thing had its own gravitational pull.

Dad and I made the hour drive, and I knew we were in for an experience when the sales office turned out to be a repurposed single-wide trailer. Naturally, Dad thought, Yes, this seems like the perfect place to make a major purchase.