Have you ever been in a buying situation where you think in principle the merchant should be wide open to haggling, but then they pull out some piece of Objective Information (eg. a nicely formatted and laminated price sheet) that has the effect of anchoring the price in their favor? Check out Dan Ariely‘s experience in Instanbul’s Grand Bazaar. Best moment is when Ariely takes the calculator back from the merchant and does his own formula.
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Mick Weinstein
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