Price-of-Car

The negotiation-box reserved for setting the dealer-car’s final selling price. The selling-strategy of this “box” is to provide the car salesman with many opportunities to write, on paper, several high dealer-car prices to “shock” the customer into accepting their offer.
Then, the car salesman changes his position — acts on the buyer’s behalf, to offer a series of minor discounts on the dealer-car to “shock” the customer into “believing” the dealer’s car must be in great demand. This is repeated, several times, until the closer enters the salesman’s office to continue the “selling” of the customer. The closer continues repeating the same “shocking” dealer- car’s minor discounts to the customer, until they finally “believe in” the dealer-car’s high values as the truth.