Dress Down

Perception quietly sets the price.

Nobody hands a discount to the guy in a Tesla and a Rolex.

When you're negotiating in person, look like you actually need the discount.

People read your appearance and price you off it.

In-person negotiation is mostly perception — don't broadcast that you can afford to overpay.

Nobody ever cut me a deal when I showed up looking like I didn't need one.

Blend in.

Dress for the discount, not the flex. Save the flex for after the deal's done.