During your negotiation process, the manager will step in at some point. This will because he wants to close the deal.
(6/16/2009)
Alex Price
Broadly speaking, the manager will try and use his charm to encourage you into making the purchase. He may try and find some common ground or strike an accord with you. This will be because if you have a degree of trust or friendship with someone, you are more likely to buy something off them.
Without wishing to sound too mercenary, remember that however nice the manager is with you, his job is to seal the deal and persuade you to make the purchase. So let him be nice to you, but hold out on your price and be taken in by charm.
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