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