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Something I read in a book about buying cars once: If you go to the dealer, test drive the car, etc. (basically take up some of the salesman's time) you can neg
by chrisbennet 13y ago
Something I read in a book about buying cars once: If you go to the dealer, test drive the car, etc. (basically take up some of the salesman's time) you can negotiate a better deal than if you just walked in or called and said "This is my price, take it or leave it."
The reason this works is because the salesman has a "sunk cost" in dealing with you for the last half hour and is reluctant to let that time be wasted by refusing a sale.
- notahacker 13y agoA competent salesperson (a category which probably excludes many car salespeople...) doesn't fall for the sunk cost fallacy, but they - and their manager - might still be more inclined to offer the deepest possible discount if you've spent the last half-hour actually showing a genuine interest in buying a car, not least because by that stage there's little more they can do to influence your perception of the value of the car.