Step 3: Close the deal, but keep your Emotions out of it

Here's an irony:  Buying a diamond engagement ring should be one of the most unemotional purchases you ever make.  You know about the 4 C's, you know approximately how much it should cost, and you have firmly set your limits based on the type of ring you want and how much you're willing to pay for it.  Buying the ring should now be as simple as buying a gallon of milk.  Or is it?

Here are some of the tactics that salespeople might use to push you past your limits:

The flippant seller - This is the salesperson that screams or is overly emotional/passionate, might get "upset" at you because you're asking too many questions or have decided not to buy a particular diamond, might bully some of the other employees in the store, etc.  Our best advice:  Try to deal with someone else in the store -- come back when the flippant seller is not at work.   This type of person is inherently non-logical and will not address your questions or arguments in a logical way.

The "today only" special - Don't ever fall for any attempts to introduce a time pressure into your natural buying process.  More often than not, the "today only" special will also be available tomorrow -- and the next day, and the day after that.

Good cop, bad cop - This is an extremely effective technique used by negotiators across all industries.  It involves two salespeople working as a team.  First is the "bad cop," which will deliberately insult you and act overly aggressive toward you.  Then, along comes the "good cop", which tries to befriend you by pretending to act on your behalf and "defending" you from the "bad cop."  As the negotiation progresses, you become more likely to accept the "good cop's" advice, eventually caving in on the sale.  The key to breaking this tactic is to be just as harsh with the good cop as the bad cop.

"I have to talk to my manager" - The person you are negotiating with does not have the authority to close the deal.  Similar to the "good cop, bad cop" technique, except the bad cop cannot be seen (and in some cases, might not even exist!).  The best way to deal with this tactic is to insist on negotiating only with someone who does have the authority to close the deal, and to walk away if this condition is not met.

Persuading you through your partner - Bring your partner for browsing purposes only, but NEVER to make the actual purchase.  The salesperson will make every attempt to upsell you by having her try on progressively more expensive rings, and commenting on just how delightful it looks on her.  With your beautiful bride-to-be gazing at you with puppy-dog eyes as you ponder whether to go past your limits, you will undoubtedly cave.

The extras - When discussing price, be sure you ask if the mounting is a separate charge.  What about the ring box?  Sales tax?   All of these extras should be considered.  At the same time, do not accept a higher charge for extras you do not want or need.  Many jewelry stores will bundle in free inspections, an insurance plan (many of these "free" insurance plans are not worth anything -- check the fine print!), cleaning solutions, etc., and expect you to pay substantially more because of their "great service."  Don't fall for any of that.  All you want is a ring, a diamond, and the labor required to attach the diamond to the ring.

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