I seldom go out of my way to write reviews, but have to do this in this case!!! I first listened to the audible audio version of this book. I liked the general ideas and the way everything was described, but hated the cockiness of the author and how he primarily spent time on talking about how great he is. Nevertheless, I remembered some of the key lessons and thought I'd apply them the next time I'd buy something of significant value. Well, that moment started around 3 weeks ago when I found the car I loved, priced at $55,900. After viewing the car and test-driving it, I thought I would actually pay full asking price for it because I had done my homework and it was already the cheapest car of that type in the entire US. I also attentively listened to the car salesman, who applied many of the tricks that Chris Voss mentioned in his book. However, I was prepared. "Hey so are you going to do this? I have a guy come in from 150 miles away tomorrow morning." - I would love to, the car is great. But it simply is too much money for me. Can you get me closer to $50,000? "The best price I can do is 53,900." - I called him back saying: thanks man, you're really awesome and thanks for trying for me, but this is out of budget for me. "The guy just came by (that was Monday morning at 11am) and he's just getting his financing in place now. Are you still interested?" - At this point I knew he just made that up because with traffic, the guy would not have made it 150 miles far and already have given him a positive answer on Monday morning, so I responded and said: The absolute maximum I can afford is $51,150 (extreme anchor and odd number as suggested by the author). - I also threw in non-monetary rewards to the deal promising him that I would write him 5-star reviews on all automotive platforms if he could meet that price. He responded the best he'd be willing to do was $52,400. - I again thanked him for trying and said I understood as it was a great car but it was too much for me and he should keep me posted if anything changed. He did not respond, so I took two (nervous) days and avoided "bidding against myself" as Voss names it. I then noticed that the price suddenly went up from the listed $55,900 on the website to $63,900 and was worried he might have found a buyer. I contacted him again and said: hey, just wanted to check if the owner changed his mind perhaps and approved the $51,150. - He responded saying that the owner had given the car into auction which were giving strong sales, but he could bring it back for me, if I could make a stronger offer. I did NOT make a stronger offer and just mentioned that I felt we were really close to getting deal done. - He basically responded: $51,900 and it's yours, nothing left to negotiate. - I agreed within 10 minutes and asked how to get him paid ASAP to reserve the car. I will be picking it up later this week. If you made it this far: this $15 audio-book/ $9 printed book (which I have since given to three of my sales people in my company) saved me $4,000, even though I was willing to pay list-price. I cannot tell you how proud I am of this, especially since I don't enjoy being perceived as "cheap". However, I feel super good about the savings who will pay for gas/ insurance and make the deprecitation when I will try to sell the car in the future felt so so so much less. Thanks @Chris Voss!