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What ‘psychological warfare’ tactics do scammers use, and how can you protect yourself?

<a href="https://theconversation.com/profiles/mike-johnstone-106590">Mike Johnstone</a>, <a href="https://theconversation.com/institutions/edith-cowan-university-720">Edith Cowan University</a> and <a href="https://theconversation.com/profiles/georgia-psaroulis-1513050">Georgia Psaroulis</a>, <a href="https://theconversation.com/institutions/edith-cowan-university-720">Edith Cowan University</a> Not a day goes by without a headline <a href="https://www.vice.com/en/article/qjvaym/people-share-worst-scam-stories">about a victim being scammed</a> and losing money. We are constantly warned about new scams and staying safe from cybercriminals. Scamwatch has <a href="https://www.scamwatch.gov.au/research-and-resources/tools-resources/online-resources/spot-the-scam-signs">no shortage of resources</a>, too. So why are people still getting scammed, and sometimes spectacularly so? Scammers use sophisticated psychological techniques. They exploit our deepest human vulnerabilities and bypass rational thought to tap into our emotional responses. This “<a href="https://www.thecut.com/article/amazon-scam-call-ftc-arrest-warrants.html">psychological warfare</a>” coerces victims into making impulsive decisions. Sometimes scammers spread their methods around many potential victims to see who is vulnerable. Other times, criminals focus on a specific person. Let’s unpack some of these psychological techniques, and how you can defend against them. <h2>1. Random phone calls</h2> Scammers start with small requests to establish a sense of commitment. After agreeing to these minor requests, we are more likely to comply with larger demands, driven by a desire to act consistently. The call won’t come from a number in your contacts or one you recognise, but the scammer may pretend to be someone you’ve engaged to work on your house, or perhaps one of your children using a friend’s phone to call you. If it is a scammer, maybe keeping you on the phone for a long time gives them an opportunity to find out things about you or people you know. They can use this info either immediately or at a later date. <h2>2. Creating a sense of urgency</h2> Scammers fabricate scenarios that require immediate action, like claiming a bank account is at risk of closure or an offer is about to expire. This tactic aims to prevent victims from assessing the situation logically or seeking advice, pressuring them into rushed decisions. The scammer creates an artificial situation in which you are frightened into doing something you wouldn’t ordinarily do. Scam calls <a href="https://theconversation.com/we-have-filed-a-case-under-your-name-beware-of-tax-scams-theyll-be-everywhere-this-eofy-162171">alleging to be from the Australian Tax Office</a> (ATO) are a great example. You have a debt to pay (apparently) and things will go badly if you don’t pay right now. Scammers play on your emotions to provoke reactions that cloud judgement. They may threaten legal trouble to instil fear, promise high investment returns to exploit greed, or share fabricated distressing stories to elicit sympathy and financial assistance. <h2>3. Building rapport with casual talk</h2> Through extended conversation, scammers build a psychological commitment to their scheme. No one gets very far by just demanding your password, but it’s natural to be friendly with people who are friendly towards us. After staying on the line for long periods of time, the victim also becomes cognitively fatigued. This not only makes the victim more open to suggestions, but also isolates them from friends or family who might recognise and counteract the scam. <h2>4. Help me to help you</h2> In this case, the scammer creates a situation where they help you to solve a real or imaginary problem (that they actually created). They work their “IT magic” and the problem goes away. Later, they ask you for something you wouldn’t normally do, and you do it because of the “social debt”: they helped you first. For example, a hacker might attack a corporate network, causing it to slow down. Then they call you, pretending to be from your organisation, perhaps as a recent hire not yet on the company’s contact list. They “help” you by turning off the attack, leaving you suitably grateful. Perhaps a week later, they call again and ask for sensitive information, such as the CEO’s password. You know company policy is to not divulge it, but the scammer will ask if you remember them (of course you do) and come up with an excuse for why they really need this password. The balance of the social debt says you will help them. <h2>5. Appealing to authority</h2> By posing as line managers, officials from government agencies, banks, or other authoritative bodies, scammers exploit our natural tendency to obey authority. Such scams operate at varying levels of sophistication. The simple version: your manager messages you with an urgent request to purchase some gift cards and send through their numbers. The complex version: your manager calls and asks to urgently transfer a large sum of money to an account you don’t recognise. You do this because <a href="https://www.wsj.com/articles/fraudsters-use-ai-to-mimic-ceos-voice-in-unusual-cybercrime-case-11567157402">it sounds exactly</a> like your manager on the phone – but the scammer <a href="https://www.forbes.com/sites/thomasbrewster/2021/10/14/huge-bank-fraud-uses-deep-fake-voice-tech-to-steal-millions/?sh=1329b80e7559">is using a voice deepfake</a>. In a recent major case in Hong Kong, such a scam even involved a <a href="https://edition.cnn.com/2024/02/04/asia/deepfake-cfo-scam-hong-kong-intl-hnk/index.html">deepfake video call</a>. This is deeply challenging because artificial intelligence tools, such as Microsoft’s VALL-E, can create <a href="https://arstechnica.com/information-technology/2023/01/microsofts-new-ai-can-simulate-anyones-voice-with-3-seconds-of-audio/">a voice deepfake</a> using just three seconds of sampled audio from a real person. <h2>How can you defend against a scam?</h2> First and foremost, verify identity. Find another way to contact the person to verify who they are. For example, you can call a generic number for the business and ask to be connected. In the face of rampant voice deepfakes, it can be helpful to agree on a “safe word” with your family members. If they call from an unrecognised number and you don’t hear the safe word just hang up. Watch out for pressure tactics. If the conversation is moving too fast, remember that someone else’s problem is not yours to solve. Stop and run the problem past a colleague or family member for a sanity check. A legitimate business will have no problem with you doing this. Lastly, if you are not sure about even the slightest detail, the simplest thing is to hang up or not respond. If you really owe a tax debt, the ATO will write to you.<img style="border: none !important; box-shadow: none !important; margin: 0 !important; max-height: 1px !important; max-width: 1px !important; min-height: 1px !important; min-width: 1px !important; opacity: 0 !important; outline: none !important; padding: 0 !important;" src="https://counter.theconversation.com/content/223959/count.gif?distributor=republish-lightbox-basic" alt="The Conversation" width="1" height="1" /> <a href="https://theconversation.com/profiles/mike-johnstone-106590">Mike Johnstone</a>, Security Researcher, Associate Professor in Resilient Systems, <a href="https://theconversation.com/institutions/edith-cowan-university-720">Edith Cowan University</a> and <a href="https://theconversation.com/profiles/georgia-psaroulis-1513050">Georgia Psaroulis</a>, Postdoctoral research fellow, <a href="https://theconversation.com/institutions/edith-cowan-university-720">Edith Cowan University</a> Image credits: Shutterstock This article is republished from <a href="https://theconversation.com">The Conversation</a> under a Creative Commons license. Read the <a href="https://theconversation.com/what-psychological-warfare-tactics-do-scammers-use-and-how-can-you-protect-yourself-223959">original article</a>.

Money & Banking

Junk fees and drip pricing: the underhanded tactics we hate yet still fall for

<a href="https://theconversation.com/profiles/ralf-steinhauser-1459112">Ralf Steinhauser</a>, <a href="https://theconversation.com/institutions/australian-national-university-877">Australian National University</a> You see a fantastic offer, like a hotel room. You decide to book. Then it turns out there is a service fee. Then a cleaning fee. Then a few other extra costs. By the time you pay the final price, it is no longer the fantastic offer you thought. Welcome to the world of drip pricing – the practice of advertising something at an attractive headline price and then, once you’ve committed to the purchase process, hitting you with unavoidable extra fees that are incrementally disclosed, or “dripped”. Drip pricing – a type of “junk fee” – is notorious in event and travel ticketing, and is creeping into other areas, such as movie tickets. My daughter, for example, was surprised to find her ticket to the Barbie movie had a “booking fee”, increasing the cost of her ticket by 13%. It seems like such an annoying trick that you may wonder why sellers do it. The reason is because it works, due to two fundamental cognitive biases: the way we value the present over the future; and the way we hate losses more than we love gains. <h2>Present bias preference: why starting over feels too costly</h2> In the case of booking that hotel room, you could abandon the transaction and look for something cheaper once the extra charges become apparent. But there’s a good chance you won’t, due to the effort and time involved. This is where the trap lies. Resistance to the idea of starting the search all over again is not simply a matter of laziness or indecision. There’s a profound psychological mechanism at play here, called a present-bias preference – that we value things immediately in front of us more than things more distant in the future. In their seminal 1999 paper, <a href="https://doi.org/10.1257/aer.89.1.103">Doing it now or later</a>, economists Mathew Rabin and Ted O'Donoghue define present-biased preference as “the human tendency to grab immediate rewards and to avoid immediate costs”. They give the example of choosing between doing seven hours of unpleasant activity on April 1 or eight hours two weeks later. If asked about this a few months beforehand, most people will choose the earlier option. “But come April 1, given the same choice, most of us are apt to put off work till April 15.” In simple terms, the inconvenience and effort of doing something “right now” often feels disproportionately large. Drip pricing exploits this cognitive bias by getting you to make a decision and commit to the transaction process. When you’re far into a complicated booking process and extra prices get added, starting all over again feels like a burden. Often enough, this means you’ll settle for the higher-priced hotel room. <h2>Loss aversion: buying more expensive tickets</h2> Beyond the challenge of starting over, there’s another subtle force at work when it comes to our spending decisions. Drip pricing doesn’t just capitalise on our desire for immediate rewards; it also plays on our innate fear of losing out. This second psychological phenomenon that drip pricing exploits is known as loss aversion – that we feel more pain from losing something than pleasure from gaining the same thing. The concept of loss aversion was first outlined by economists Daniel Kahneman and Amos Tversky in <a href="https://www.jstor.org/stable/1914185">a 1979 paper</a> that is the third most-cited article in economics. <hr /> <figure class="align-center "><img src="https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=45&auto=format&w=754&fit=clip" sizes="(min-width: 1466px) 754px, (max-width: 599px) 100vw, (min-width: 600px) 600px, 237px" srcset="https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=45&auto=format&w=600&h=497&fit=crop&dpr=1 600w, https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=30&auto=format&w=600&h=497&fit=crop&dpr=2 1200w, https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=15&auto=format&w=600&h=497&fit=crop&dpr=3 1800w, https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=45&auto=format&w=754&h=624&fit=crop&dpr=1 754w, https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=30&auto=format&w=754&h=624&fit=crop&dpr=2 1508w, https://images.theconversation.com/files/543635/original/file-20230821-25-mca6ku.png?ixlib=rb-1.1.0&q=15&auto=format&w=754&h=624&fit=crop&dpr=3 2262w" alt="A graphic representation of loss aversion. The pain from losing a good or service will be greater than the pleasure from gaining the same good or service." /><figcaption>How economists Daniel Kahneman and Amos Tversky graphically represented loss aversion. The pain from losing a good or service is greater than the pleasure from gaining the same good or service. Daniel Kahneman and Amos Tversky, Prospect Theory: An Analysis of Decision under Risk, Econometrica, Vol. 47, No. 2</figcaption></figure> <hr /> Drip pricing exploits this tendency, by dragging us away from more “rational” choices. Imagine you’re booking tickets for a show. Initially attracted by the observed headline price, you are now presented with different seating categories. Seeing the “VIP” are within your budget, you decide to splurge. But then, during the checkout process, the drip of extra costs begins. You realise you could have opted for lower-category seats and stayed within your budget. But by this stage you’ve already changed your expectation and imagined yourself enjoying the show from those nice seats. Going back and booking cheaper seats will feel like a loss. <h2>Do consumers need protection?</h2> Empirical evidence supports the above theoretical predictions about the impact of drop pricing on consumers. <a href="https://doi.org/10.1002/mar.21426">A 2020 study</a> quantified how much consumers dislike the lack of transparency in drip pricing (based on tracking the reactions of 225 undergraduates using fictional airline and hotel-booking websites). The authors liken the practice to the “taximeter effect” – the discomfort consumers feel watching costs accumulate. But drip pricing’s effectiveness from a seller’s perspective is undeniable. A <a href="https://doi.org/10.1016/j.jebo.2020.04.007">experimental study</a> published in 2020 found drip pricing generates higher profits while lowering the “consumer surplus” (the benefit derived from buying a product or service). A <a href="https://doi.org/10.1287/mksc.2020.1261">2021 analysis</a> of data from StubHub, a US website for reselling tickets, calculated drip pricing increased revenue by 20%. Which is why the tactic remains attractive to businesses despite customers disliking it. Buyers would benefit from a ban of drip pricing. Many countries are taking steps to protect consumers from drip pricing. The UK government, for example, announced a <a href="https://www.theguardian.com/business/2023/aug/21/growth-of-airlines-add-on-fees-sparks-calls-for-price-reforms">review of drip pricing</a> in June, with Prime Minister Rishi Sunak flagging the possibility of measures to curb the practice. The US government is also considering <a href="https://www.whitehouse.gov/briefing-room/statements-releases/2023/06/15/president-biden-recognizes-actions-by-private-sector-ticketing-and-travel-companies-to-eliminate-hidden-junk-fees-and-provide-millions-of-customers-with-transparent-pricing/">new regulations</a>, with President Joe Biden denouncing “junk fees” in his <a href="https://www.whitehouse.gov/briefing-room/speeches-remarks/2023/02/07/remarks-of-president-joe-biden-state-of-the-union-address-as-prepared-for-delivery/">2023 State of the Union address</a>. Proposed changes include requiring airlines and online booking services to disclose the full ticket price upfront, inclusive of baggage and other fees. The effectiveness of measures, however, is <a href="https://papers.ssrn.com/sol3/papers.cfm?abstract_id=4430453">still being debated</a>. In the meantime, your principal protection is making a more informed decision, by understanding why the tactic works. Bargains may attract you, but you can learn to not fall for hidden costs and align your choices with your budget and values.<img style="border: none !important; box-shadow: none !important; margin: 0 !important; max-height: 1px !important; max-width: 1px !important; min-height: 1px !important; min-width: 1px !important; opacity: 0 !important; outline: none !important; padding: 0 !important;" src="https://counter.theconversation.com/content/211117/count.gif?distributor=republish-lightbox-basic" alt="The Conversation" width="1" height="1" /> <a href="https://theconversation.com/profiles/ralf-steinhauser-1459112">Ralf Steinhauser</a>, Senior Research Fellow, <a href="https://theconversation.com/institutions/australian-national-university-877">Australian National University</a> Image credits: Getty Images This article is republished from <a href="https://theconversation.com">The Conversation</a> under a Creative Commons license. Read the <a href="https://theconversation.com/junk-fees-and-drip-pricing-the-underhanded-tactics-we-hate-yet-still-fall-for-211117">original article</a>.

Money & Banking

5 negotiation tactics to grab crazy property deals in a slowing market

Rising interest rates have started to put the handbrakes on Australia’s runaway property market, and that’s good news for homebuyers who are now in a far stronger position to negotiate on a property than they have been over the last few years. One of the most apparent advantages for buyers in the current market is the reduced levels of competition. Fewer buyers mean that prices aren’t being driven higher, and if you’re a good negotiator, it’s possible to swoop in and find yourself a bargain. If you’re new to negotiating for property or unsure where to start, here are five tactics that will help you achieve a strong result at the negotiating table. <ol> <li>Know the market</li> </ol> You can’t succeed in a negotiation if you don’t know the value of the asset that you’re trying to buy in the first place. That’s why any good negotiator will always start by doing their research. You need to know the market better than your competition and don’t get caught up in any hype or opinions from a sales agent. Start by finding what comparable properties are selling for in the market. Look for the last three months of sales around your property. The sales should be of similar property types, sizes, ages, and land components. Another good way to get an idea of the price is to speak with local agents in the area. When you have a fair market value, you then know your “walk away price,” and you won’t find yourself getting emotional and overbidding. <ol start="2"> <li>Understand the vendor’s motivations</li> </ol> In any negotiation, there is a saying that whoever needs the deal least will likely be the one that comes out on top. When looking at potential properties to buy, you can be the world’s best negotiator, but if the vendor doesn’t need to sell, they will likely either wait for their price or walk away. Whenever you start looking at a property, try to ascertain as much information about the vendor as possible. That will give you an understanding of how motivated they are to sell, which will then impact how much you initially want to offer. <ol start="3"> <li>Be the strong bidder, not the highest</li> </ol> In a property transaction, price is just one piece of the puzzle. When a vendor weighs up an offer on their property, they are interested in the price, but the terms can also play a big part. For example, if you’re a cash buyer who can settle quickly, that might be far more appealing to a vendor than a higher offer that needs three months to settle. Similarly, a larger deposit could give a vendor more certainty that the transaction will occur. As a buyer, getting your finances in place ahead of time and then tailoring your terms to suit the vendor might give you an edge in a negotiation even if you’re not the highest bidder. Ultimately, the vendor wants their problem solved, and your job is to find out what it is and then make a strong offer that addresses those immediate needs. If you are ever tempted to make an unconditional offer, be sure you’ve done extensive due diligence and can secure finance, as there could be significant costs if you have to back out of the deal. <ol start="4"> <li>Unique offers</li> </ol> A great way to make your offer seem stronger than it might actually be is to come in with an odd-numbered amount. An offer price of $596,200 instead of $590,000 or $600,000 reflects that you’ve taken the time to do your due diligence, making your offer stand out. Another approach is to make a written offer with a deadline. That way, you can speed up the negotiation process, and it might prevent the sales agent from pitting your bid against another buyer to drive up the price. <ol start="5"> <li>Know the property</li> </ol> It’s critical to clearly understand what you’re buying before entering any negotiation. While you might have done your comparable sales analysis and have an excellent overall picture of what similar properties are selling for, you still need to investigate this particular property. Several things can impact the property’s value, which can help you negotiate. For example, if an awkward tenant occupies the property, it will be less appealing to many homebuyers, which you can use to your advantage. There may also be issues with the property, such as problematic zoning, service locations, or even large trees that can alter its value. The most obvious factor to consider is the state of the property and whether it needs renovation or repairs. In the current market, homebuyers are less interested in buying a property that needs work due to the cost of materials and difficulty finding tradespeople. That will give you a strong starting point to negotiate around the price. While getting a great deal is essential, it’s crucial not to compromise on the property’s quality. Quality is more important than a bargain, and a property’s performance will ultimately determine its value. A slowing real estate market presents an opportunity for buyers to negotiate and secure a great property deal. By understanding the local market, paying attention to the vendor’s motivations, and putting forward intelligent offers, you can potentially grab an excellent property deal in a slowing market. Rasti Vaibhav is the author of The Property Wealth Blueprint (RRP $39.95) and Founder of Get RARE Properties, a bespoke independent buyers' agency that has been helping hundreds of clients across Australia secure their financial freedom through property. For more information, visit <a href="https://getrare.com.au">https://getrare.com.au</a> Image credits: Getty Images

Real Estate

3 sales tactics rife in the real estate industry, and why they work

Buying a home is likely to be the biggest financial transaction you will ever make, and you’re at a distinct disadvantage. You’re an amateur up against professionals – real estate agents – versed in psychological tricks to get you excited about owning a property and paying more than you planned. These tricks start with comparatively simple things such as making rooms look bigger in adverts by using a wide-angle photography. They extend all the way to the point of sale. None of these tactics necessarily involve outright lying – there are laws against false and misleading conduct. But they are manipulative, exploiting the fact that humans are emotional beings with many “cognitive biases” – a perception of reality that is more emotional ratther than rational. The three most common tactics come down to manipulating your confidence in your own decisions. Close to <a href="https://www.worldscientific.com/doi/abs/10.1142/S0217590816500156">80 studies</a> suggest overconfidence is one of the most significant cognitive biases influencing behaviour in the real estate market. <h2>1. Underquote, entice the bargain hunters</h2> You see a property in your price range that’s everything you want. You call the agent, inspect the property, then prepare for the auction. It sells for $200,000 more. Underquoting involves deliberately advertising a property significantly lower than its likely sales price. While the prevalence of the practice is disputed, with industry representatives saying most agents do the right thing, <a href="https://www.theage.com.au/property/news/new-3-8-million-crackdown-on-underquoting-by-victorian-real-estate-agents-20220914-p5bhzq.html">anecdotal evidence</a>points to underquoting being very common. Underquoting is effective because it attracts more interested buyers and increases the number and intensity of bidding. It exploits two of the most ubiquitous cognitive biases – herd behaviour and irrational exuberance. More interest doesn’t just increase competition. A real estate agent will communicate that interest to us, confirming our desire in the property is justified. This tendency to “follow the herd” and imitate others, as US economist Robert Shiller noted in an influential <a href="https://www.jstor.org/stable/2117915">1995 paper</a>, is built on the assumption others have information that justiﬁes their actions. This helps explain pretty much every stockmarket bubble since <a href="https://theconversation.com/tulip-mania-the-classic-story-of-a-dutch-financial-bubble-is-mostly-wrong-91413">tulipmania in the 17th century</a>, including the <a href="https://lsecentralbanking.medium.com/how-did-herd-behaviour-contribute-to-the-global-financial-crisis-3b0024a4755e">Global Financial Crisis of 2007-8</a> and <a href="https://www.sciencedirect.com/science/article/abs/pii/S1544612318303647">speculation on cryptocurrency</a>. We are emotionally swayed by the decisions of others, assuming their decisions are rational, even when they are not. This is fertile ground for our own decisions to be manipulated. <h2>2. Hide reality, inflate expectations</h2> Real estate agents will generally favour auctions to extract the <a href="https://www.domain.com.au/news/selling-at-auction-in-melbourne-earns-vendors-tens-of-thousands-in-extra-cash-1072565/">maximum sales price</a>, for the reasons outlined above and the prospect of <a href="https://www.researchgate.net/publication/220505543_Understanding_auction_fever_A_framework_for_emotional_bidding">auction fever</a> – when carefully decided limits are forgotten in the thrill of the moment. But that’s not always the case. In a soft market with few buyers, agents may instead opt for a private sale, sometimes called a “<a href="https://attwoodmarshall.com.au/the-silent-auction/">silent auction</a>”. The goal here is to cause you to overestimate the degree of competition and thus make a bigger offer. An agent might assist this perception by instead supplying you with information from previous public auctions of similar properties more favourable to their preferred narrative. The value of hiding information also explains why you may come across so many sold listings with <a href="https://www.smh.com.au/property/news/should-you-be-able-to-know-how-much-your-neighbours-sold-their-house-for-20220223-p59z2t.html">labels</a> such as “price not disclosed” or “price withheld.” The reason for this may well be that the property sold for less than hoped. Hiding information the agent doesn’t want you to think about depends principally on exploiting our cognitive bias towards <a href="https://www.sciencedirect.com/topics/psychology/overconfidence">overconfidence</a> – assuming we are smarter, more knowledgeable or better skilled than we actually are. In lieu of that negative information, you are more likely to focus on the available information – particularly if it suits what you want to believe. <h2>3. Talk up nominal gains</h2> You may have heard the <a href="https://www.smh.com.au/property/news/do-house-prices-really-double-every-10-years-20211203-p59eif.html">old saying</a> that property values double every 10 years. Stressing what a property is likely to be worth in a decade <a href="https://www.realestate.com.au/news/suburbs-you-shouldve-bought-a-home-in-10-years-ago-and-how-much-your-area-has-grown/">based on what it was worth a decade ago</a> can be a powerful motivator to bid more. As Robert Shiller noted in his 2013 book <a href="https://press.princeton.edu/books/paperback/9780691156323/the-subprime-solution">The Subprime Solution</a> (about the property-buying mania that led to the Global Financial Crisis), homes are such significant investments that we tend to recall their prices from the distant past (unlike, say, like a loaf of bread or bottle of milk). This tendency results in an unconscious focus on nominal values rather than <a href="https://www.fool.com/investing/general/2012/04/12/the-illusion-of-housing-as-a-great-investment.aspx">real (inflation-adjusted) values</a>. This cognitive bias is known as the <a href="https://www.emerald.com/insight/content/doi/10.1108/14635789810212931/full/html">money illusion</a>, a mental miscalculation that may increase your willingness to pay more for the property. <h2>In conclusion…</h2> There’s a case for laws to <a href="https://www.realestate.com.au/news/push-to-end-home-sale-price-confusion-in-victorian-property-industry-review/">increase transparency</a> and the accuracy of information available in the real estate market. But in the meantime, if you’re buying a home, it’s wise to acknowledge your limitations. Do your homework, seek out independent advice and even consider hiring a professional advocate with the knowledge and experience to balance emotional and rational thoughts. Image credits: Getty Images This article originally appeared on <a href="https://theconversation.com/3-sales-tactics-rife-in-the-real-estate-industry-and-why-they-work-202960" target="_blank" rel="noopener">The Conversation</a>.

Real Estate

Must end soon! The catch with time-limited sales tactics

You may be getting a lot of emails offering you attractive discounts for a short period only. You may see flash sales or special deals that exhort you to “buy now” to avoid missing out. These digital “time-limited” offers, as they are called, are actually an old sales tactic. Those in the game of selling cars, for example, have long used the trick of alluding to that other very interested buyer who’s likely to return and snap up the bargain that’s before you. Telephone salespeople routinely offer deals that must be accepted during the call. Want time to think about it? Too bad. Online time-limited sales work on the same basis, but with technology taking it to a whole new level. Now retailers can bombard you with offers that are highly customised and super-short – a deal, perhaps, for something you might have been searching online for, and now available at a discount only until midnight. But for these tactics to work, our research suggests, requires finding a Goldilocks zone between being too pushy and not all. Time needs to be limited to deter you from searching elsewhere for a better deal. But paradoxically you also need enough time to convince yourself that buying is the best decision. Experimenting with time limits To find out what makes time-limited offers effective, I and my colleagues Robert Sugden and Mengjie Wang from the University of East Anglia <a href="https://doi.org/10.1016/j.jebo.2019.09.008">ran experiments</a> to see what leads people to accept or reject such offers. What we found is that these offers leverage risk-aversion. That is, the more you dislike risk, the more likely it is you will take the bait and buy now. In our experiments, using university students, we asked participants to complete 30 “price search” tasks. These tasks involved giving participants a “budget” and asking them to buy a product from six different price offers, shown to them sequentially with a few seconds between each. Any unspent money they got to keep. In half of the tasks they could consider all six offers before making their choice. In the other half, one of the first three offers would be time-limited, lapsing after either four or 12 seconds, which they could only accept before the next offer appeared. We also varied, when participants accepted a time-limited offer, between showing them no more offers or showing all remaining offers immediately. This was to test if greater feedback (increasing the possibility of regret) reduced the probability of a time-limited offer being chosen. Participants then did 15 related risk-taking tasks based on their choices in the tasks with time-limited options. This helped us determine what was going on with their choices. A time paradox Overall our results point to choosing time-limited options being linked to risk aversion. People generally prefer to secure a certain cake now over the uncertain possibility of a better cake in the future. We really do believe the old proverb that a bird in the hand is worth two in the bush. But there was a catch – and a big one. Somewhat paradoxically, people also need to think things through to jump on the time-limited offer. Time-limited offers were accepted more when participants had 12 seconds to decide rather than four seconds. This indicates people need enough time to reflect on the task to decide they are better off going for the “safe” deal. As we <a href="https://www.sciencedirect.com/science/article/pii/S0167268119302823?via%3Dihub#sec0008">warn in our paper</a>, one should be wary about extrapolating too directly from laboratory behaviour to real markets, but our results suggest time-limited offers do not rely on limits to the consumers’ ability to make a rational decision. When they work it is because they are mechanisms of search deterrence – restricting the consumers’ opportunities to compare available offers – amplified by risk aversion. So businesses may be shooting themselves in the foot when they create offers that are too short, too pushy. If you’re like most people, you need time to reflect on the risk of not buying. If the offer is too fast and furious, you’re likely to just be turned off.<img style="border: none !important; box-shadow: none !important; margin: 0 !important; max-height: 1px !important; max-width: 1px !important; min-height: 1px !important; min-width: 1px !important; opacity: 0 !important; outline: none !important; padding: 0 !important; text-shadow: none !important;" src="https://counter.theconversation.com/content/124897/count.gif?distributor=republish-lightbox-basic" alt="The Conversation" width="1" height="1" /> <a href="https://theconversation.com/profiles/daniel-zizzo-125561">Daniel Zizzo</a>, Professor and Academic Dean of the School of Economics, <a href="http://theconversation.com/institutions/the-university-of-queensland-805">The University of Queensland</a> This article is republished from <a href="http://theconversation.com">The Conversation</a> under a Creative Commons license. Read the <a href="https://theconversation.com/must-end-soon-but-not-too-soon-the-catch-in-time-limited-sales-tactics-124897">original article</a>.

Money & Banking

The sneaky shopping centre tactics designed to get you to stay

If you’ve ever gotten lost in a shopping centre, you’re not alone. In fact, it’s designed that way to be confusing and to get you to spend more money. “There is a whole lot of psychology involved and fundamentally the final shopper is not high on the list of concerns,” University College London architecture professor Alan Penn said to <a href="https://www.news.com.au/finance/business/retail/tactics-shopping-centres-use-to-make-us-linger-longer-and-spend-more/news-story/fe6c44a0de8f07d6782b8fd2268495a1">news.com.au</a>. One popular tactic employed by shopping centres is known as the “dog bone” and is embedded into the way that the floor plans are designed. “The dog bone design for shopping malls comes from the US and is geared to a culture of car access,” Prof Penn said. “The aim is to get people in and then to keep them in as long as possible wandering up and down the length of the bone between anchor stores.” Another tactic is not having clocks in the shopping centre so you can’t see how much time you’ve spent in the shopping centre, but with the popularity of smartphones that have clocks on them, this doesn’t impact the shopper as much as it used to. The food court is another tactic. “One of the only thing centres used to do to get people to stay longer was to have a food court,” said Australian retail consultant Michael Baker. “But it wasn’t too fancy, just a place to refuel so people could go around again.” The final tactic? Getting you lost on purpose. By adding curves and making it confusing to get where you need to go, you’ll spend more money and time in the shopping centre. Prof Penn said this made malls less “intelligible” which was the plan as, “it removes your ability to act with intention”. However, due to the sharp decline of department stores in shopping centres, companies are having to reinvent the shopping centre in order to keep customers. With the addition of cinemas, childcare centres and the demand from customers for more fancy food options, it’s clear what shopping centres need to do in order to keep customers happy. “Food is no longer just fuel, it constitutes a shopping centre anchor in itself,” Mr Barker said. “If you have al fresco dining then you need a very different design to the shoebox mall. You have to face outward to the streets, so expect more open air centres.”

Money & Banking

8 clever tactics to find cheap flights in Australia

Anyone who’s ever marvelled at the rock bottom prices offered by budget European airlines, surely too must have at some stage bemoaned the fact that often, domestic Australian air fares are at the other end of the cost spectrum. But it’s not all doom and gloom. If you’re clever, flexible, and in some case just plain lucky, you can often snag a fare on a domestic Aussie route, that’s much cheaper than the one that appeared in your first search. We’ve scoured the domestic airfares of our sunburnt country and come up with eight clever tactics to find cheap flights in Australia. To see them all, scroll through the gallery above. Were you aware of these tactics? Who do you normally fly with when you’re travelling domestically? Or do you just go for the best fare? Let us know in the comments.

International Travel

5 tactics to clear debt on the age pension

Retirement doesn’t mean you have to let your debt spiral out of control. 1. Make a plan Ignoring your debt won’t make it go away. You need to be realistic about your financial situation, so make a full plan of exactly what you owe, your payments and interest, and what you can afford to pay back. It’s a good idea to speak with a financial counselor or advisor to point you in the right direction. The government offers a number of free services to help you manage your money. 2. Cut your expenses At any life stage – and whatever your income – cutting your expenses so you can pay off more of your debt is always the first step. If you’re on the pension, it’s likely that you will already be living a fairly frugal life but look around for any extra cuts. Even paying an extra $10 or $20 a week can take thousands off your interest over time. 3. Generate some extra income If you can't save money, make money. Even though you’re not working anymore there are plenty of ways you can bring in a little extra cash. Have a garage sale or join eBay and get rid of things you no longer use. You can look at simple business ideas like dog walking or selling cakes at a market stall. Just make sure that you declare any extra income and check that it doesn't interfere with your pension. 4. Restructure your debt If you have debts in a lot of different places, like a mortgage, car payments, personal loans and credit cards, you probably aren’t getting the best deal. Having multiple loans can result in paying lots of different fees and accruing unnecessary interest. Speak to your bank and find out if consolidating everything under your existing mortgage or taking out a personal loan would save you money. For credit cards, you can always find good deals that offer 0% interest on balance transfers for a set period of time. Don’t be afraid to move your debt around so you can concentrate on paying off the principle, not just the interest. 5. Think about downsizing For most retirees, their major equity is in their house. If you have paid off your mortgage or have only a small amount left, downsizing could be a way to free up some cash to pay off other debts. Moving into a smaller home or apartment means lower bills and less money spent on maintenance, as well as non-financial benefits like less cleaning to do. Downsizing is a complex process and not something to be taken lightly, so speak with a financial advisor first. This article is for general information only. You should seek formal financial advice on your specific circumstances.

Retirement Income

7 motivational tactics from grandkids

Adult life can be hard! While it can be tempting to think that the only way to solve our problems is through consulting other adults, looking to the younger generation can actually be just as effective. Here are some strategies you can borrow from your grandkids to help move onwards and upwards. <ol> <li>Be the hero of your own story – Kids are the centre of their own universe, which gives them a great sense of power and influence. Picturing yourself as a proactive, conquering warrior can do wonders for your mindset.</li> <li>Always ask “why?” – Yes, it can be maddening to hear “but why?” for the millionth time but our kids are actually onto something. Asking ourselves why we need/want/do something can help uncover our true intentions and in turn, our motivating purpose.</li> <li>Seize the day – Children perceive time very differently to adults. We often spend time dwelling on the past or worrying about the future where as children only focus on the present, something we can all work on making more of a focus in our lives.</li> <li>Give it a go – New experiences are one of the greatest things about being a kid. But why should they only be reserved for the young? The young at heart can learn just as much from “having a go” and seeing what happens.</li> <li>Make it a game – There are plenty of un-fun tasks involved in adult life but my shifting your perception, they can be slightly more enjoyable. Try adding an element of playfulness to the situation, You’ll be surprised how much more motivating it can be.</li> <li>Say “No” – Many of us have a lot of trouble saying ‘no’ even when we don’t want to take part in the activity. Kids don’t have the same issue. If they don’t want to do it, they’ll say so. Learning to say ‘no’ ends up giving you more time to say ‘yes’ to the things that matter.</li> <li>Be fearless – Kids, especially young ones, don’t care what other people think about them. At all. This frees them up to explore a whole world of opportunity. Working towards your goals without the fear of judgment can make the process far easier and help your motivation levels remain sky high.</li> </ol> What’s the most important lesson your grandchild has taught you? Tell us about it in the comments below. Related links: <a href="/lifestyle/family-pets/2016/08/is-it-ever-okay-for-children-to-lie/">Is it ever okay for children to lie?</a> <a href="/lifestyle/family-pets/2016/08/how-to-encourage-kids-to-love-cooking/">5 reasons why it’s important to let kids loose in the kitchen</a> <a href="/lifestyle/family-pets/2016/08/expert-advice-for-coping-with-estranged-adult-children/">Expert advice for coping with estranged adult children</a>

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Must end soon! The catch with time-limited sales tactics

The sneaky shopping centre tactics designed to get you to stay

8 clever tactics to find cheap flights in Australia

5 tactics to clear debt on the age pension

7 motivational tactics from grandkids