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I know I'm not completely immune, so I have one simple rule - never buy anything on the spot that costs over a certain margin. The margin depends on the kind of things - may be smaller for small things and larger for bigger ones, but usually somewhere around $50-$100. And that is regardless of any offers, discounts, special promotions going on just for the next 50 seconds, etc. I might be losing some deals on that, but I don't think so. If he was genuinely ready to go down 20% today to make a sale, he'd do the same tomorrow.

So if I see something offered that I need to buy and the price is attractive, I leave and wait for some time - again, depending on the sum in question it may be a day, maybe more. If after the wait the offer is still attractive - I take it. If after the pressure is off I discover the deal doesn't look as nice as it looked - I pass. If the salesman says "if you don't buy now, the deal is off" I say "it was nice talking to you, good bye". So far this rule worked quite well for me.

As for using it in business - it is used all the time. I've been subjected to it (to remove any doubt - in US, not Israel, and not by Israelis :) many times, and not only in the malls. It is being used because it works - you think people doing it do it for their own enjoyment? They do it because that's how they make the most money. Not my money, though :)




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