Buch, Englisch, 140 Seiten, Format (B × H): 210 mm x 297 mm, Gewicht: 440 g
Pricing, Deception, and the Subconscious Traps of Modern Retail Negotiation
Buch, Englisch, 140 Seiten, Format (B × H): 210 mm x 297 mm, Gewicht: 440 g
ISBN: 978-3-565-47052-5
Verlag: epubli
Have you ever agreed to purchase a car or a software subscription at a fantastic price, only to discover a mountain of mandatory hidden fees at the final checkout? Surprisingly, instead of walking away in disgust, most people proceed with the transaction. This is the psychological dark art known as the Low-Ball Technique.
Rooted in the principle of commitment and consistency, this deceptive sales strategy exploits a fundamental glitch in human cognition. Once a consumer makes the initial psychological commitment to purchase an item, they build an internal narrative justifying the decision. When the salesperson subsequently removes the original advantage—by raising the price or adding hidden costs—the consumer's brain stubbornly refuses to abandon the transaction. The psychological pain of breaking the commitment simply outweighs the financial pain of the higher price.
This uncompromising behavioral economics guide dissects the architecture of retail deception. It explores the aggressive tactics of automotive dealerships, the hidden logistics of modern e-commerce drip pricing, and how to biologically reset your negotiation baseline.
Reclaim your financial autonomy. Understanding the Low-Ball Technique provides the ultimate psychological armor against the sophisticated, predatory pricing strategies designed to trap you at the checkout counter.
