How to Coach Yourself and Others Beware of Manipulation | Page 268

Negotiating starting with a very high request
The seller starts out with a almost ridiculously high price. You'll feel like you'd have to pay that high
price in order to buy, but you hav to turn it down. Then he comes with a much lower price, which
seems reasonable compared to the first price, but is actually higher than you at first intended to pay.
You accept the offer, because it seems reasonable compared to the initial one.
The first high price is intended for you to increase what you'd want to pay, it's a ploy. When you realize
that this is done to you, you might, for example, respond with a ridiculously low price in return. That'll
feel like being rude.
To make something seem cheap, very expensive, top line models are shown first. Then the average
models are shown, making them seem comparably cheap. However, still more expensive than you
would have bought otherwise.
Ask to see the cheapest models, to have a better idea of prices.
The last item in stock
When you are pondering whether or not to buy an item, a sales person may say that it's the last one in
stock. You're now supposed to be called into action because you have only this chance at buying it, and
most people will actually make the purchase.
Escape by: Realizing it's a ploy. There's probably more, don't worry about it. When they can sell
something, they get it in stock.
The sales person has them too
Pondering the purchase of an item, the sales person says that he has the item too.
Escape by: Realizing it's a ploy. Don't take it into account.
Drawing you in
To get some kind of control over you, the
manipulator needs to draw you into some kind
of situation to have you participate.
Examples: You need to be in a store, and as
long as possible, to get to buying something
there. So they try to get you into the store. For
a sales person to be able to persuade you to
buy something, he'll have to get into a situation
that he'll be talking with you.
Escape by: Noticing what they're doing to
draw you in. Are they getting you lost in a
large store? Do sales people approach you?
You can stop a sales person from controlling
you by waiting until you have actually made
up your mind before you approach him to make the purchase. Get information about products from
elsewhere, so that you don't need sales people.
Persistence

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