1. We’ve all experienced salespeople who try many strategies to make a sale. A bicycle shop once tried to lowball me by advertising an unbelievably low price for a nice mountain bike and then, after they had my credit card in hand, mentioned that a few things were “extra”—

including pedals and tires! Another time, I was shopping for a TV and the salesperson started with the biggest, most expensive TV in the store. After I said no, he showed me one at about half the price, which I bought. I thought I was getting quite a deal, but I actually spent more than I had planned because it seemed so cheap. Turns out he had used the door-in-the-face strategy on me: The model he sold me had a high profit margin, and it was the one he hoped to sell me all along. Have you had any experiences with salespeople who tried to use any of the strategies described in this section? Be sure to label the strategy (central route persuasion, peripheral route persuasion, foot-in-the-door, door-inthe-
face, lowball technique), and describe how effective it was on you.