Negotiating lessons from the dealer lot

Mediation Circus

By Michael R. Panter

Hon. Michael R. Panter (Ret.) is a senior mediator at ADR Systems of America LLC. He previously served in the Law, Family and Municipal Divisions of the Cook County Circuit Court. He was a trial lawyer for 30 years. Share responses and comments at mikepanter.com.

Posted February 27, 2019 10:58 AM

Jeff is a car guy. He was describing how he saved his friend $6,000.“My friend’s all amped up,” Jeff told me. “He wants to buy this car. This exact Toyota 4Runner. He’s excited. But the numbers weren’t right. I looked at him and I said, ‘Listen, you drag me here, you’ve wasted my time. I will be insulted if you buy this car.’ He’s like, ‘Yeah, but I really want it. I’m going on a road trip next week. I want to take the car.’ I said, ‘Listen …

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