Case Study – Anchoring in Car Sales Negotiations

In this podcast episode, we explore the power of anchoring in car sales negotiations through John, a seasoned salesman. Negotiating the sale of a premium sedan, John skillfully set the initial offer above market value, framing the conversation in his favor. This case study delves into the psychological principles of anchoring and how it influenced the negotiation dynamics, allowing John to secure a favorable deal for the dealership. A must-listen for sales professionals seeking to master negotiation techniques.