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Real-Life Decision Making -- Solution

Don't trust him.

You can't shake the bad feeling you have about him. You ask him to wait. You go backstage and make a few calls. Through your industry contacts, you track down a road manager who has dealt with this owner before. She warns you his checks are known to bounce, especially when ticket sales are higher than his small club and small bank float are used to. You trust her before you trust him, and refuse his check.

You insist he cashes out the tills early tonight and pays up. He gets angry and warns you the band won't play in this town again, but you tell him you're not going anywhere until the band gets paid properly. He finally gives in. Within an hour you get your money -- more than enough to pay for the next day's looming expenses. A few months later, bygones are bygones and the band is playing here again. This time, the owner is ready with an envelope of large bills.

"The skill is perception," says Gale. "You can only guess if somebody's trustworthy by dealing with them -- if they always show up on time, if they have a reputation with other artists in the past, if they deal well with you, if they answer all your questions and answer you straight. That's what you base your judgment calls on."


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