One mediation expert has advised the FBI on hostage-negotiation techniques. So how did he handle the bargaining on a $3,000 Patek Philippe watch? Exactly the same way: He played dumb. He says it's a common negotiating mistake to take a "don't mess with me" attitude, which only alienates the other side.
Instead, he adopts an affable-but-dimwitted persona. His target price for the watch was $1,800. But first he asked a few questions- "does this come in other colors?"- to build relationship.
His other tip: It's human nature to respect and fear an unseen power. Hagglers can help themselves by appearing to be taking orders from a higher authority (such as a spouse).
(--Most of cases, wives hold a higher authority to buy goods.)
He says the deal-clincher was when he let the clerk see him phoning his wife for "PERMISSION" to make a final offer of $1,790. The salesman rounded up to $1,800, and the deal was 'DONE'.