How to Coach Yourself and Others Beware of Manipulation | Page 149

44. Bait-and-Switch
The manipulator offers something that appears to be very good value and which looks like a real
bargain, an offer the victim can't possibly refuse, even if they were not thinking about it.
Later he replaces the initial item with something of less value to the victim (but more profit to the
manipulator).
Example
A car sales showroom puts a basic car outside with a very low price-tag. Once the customer is
interested, the sales person trades them up to a more expensive model.
Would you like to go out to this really expensive restaurant? ... Oh dear, it's booked up. Never mind,
we can go to the usual place.

Why the trick works
When the person sees the initial item of high value they
cognitively close on the idea of acquiring it and hence The
early bait thus moves F