ABSTRACT

Or the other concept dealing with price is that the price you received when you traded in your car was more than you were hoping to get, thus again leaving you feeling like you received a good deal on the car. Now, objectively we know that the sticker price was not really the price, and we are also aware that the price they gave us for our trade was actually just a discount off of the list price of the car we purchased, nonetheless, it makes us feel much more satisfied with the final outcome. My purpose in sharing this is not to have us debate whether or not you are a master negotiator, the point is to help you understand what effective negotiators do. And, what is even more ironic is that the more you want to argue that you did get a good deal, the more it probably proves the point that the dealer was successful in making you feel satisfied.