How to deal with difficult sales people by John Seeley

If you ever find your self with a person that is negotiating a transaction with you and you don’t feel in control, you’re probably not. My advice for dealing with sales people is to be willing to call their bluff. Always be willing to drop the deal you're negotiating. That gives you the upper hand. If you feel that they have the advantage, you don't ask for what you really want.

Another thing to keep in mind is never take a NO from someone not empowered to give you a yes. Sometimes you're talking with someone that really doesn't have the authority to give you what you want. Don't be afraid to ask to talk to their supervisor, and to the supervisor's supervisor if necessary, all the way to the top. Usually people will respond more favorably if they know that you're going to approach their boss if they don't give you what you want. They don't want to look bad in front of their boss, so often this will tip the negotiation in your favor. Know your alternatives and let them know you know them. There is always the Better Business Bureau and local media if you have to. Many people are persuaded by the power of the press to do what's in your interest. Let them know you want what’s fair and you intend to get it.

If you are fair and persistent you will most likely get what you want.