The back stories to that go like this-
I went with a bunch of buddies and we all wanted to get at least one of those inertial switches from the fords of the day to retrofit into our hot rods electric fuel pump circuits.
I got done first and had nothing else of interest so headed over to the office to settle up. “I’m interested in this switch, how much are you going to ask for it?” He looks at me, mulls it over for a bit and says “$5”. I don’t want this guy to lose respect for me so I HAVE to counter. “It would be worth $3 to me otherwise I’ll pass”. I get it for $3.
Later, in the parking lot, the rest of the crew is gathering and comparing their acquisitions. I ask one buddy, how much did you pay for your switch? $10. What? I paid $3!
Asking further, I ask how did you approach him? He says, I told him I need one of these, how much? Without hesitation the guys says $10 and that’s what I paid…
The second instance was a guy buying parts for his resto. Instead of putting all these related parts in a pile and asking what they guy wants for them, he piece meals them one at a time. I’m interested in these parts, what do you want for them? They were all like $5-$10 parts and priced decently. Then he gets to the last critical part and says “Oh yeah, I also NEED this part, how much?” Of course, the junkyard guy says you need that too? $20…
None of those required significant investment in time to liberate from the wrecks. Perception is everything…these guys make a living at reading their customers and maximizing their profit where possible.
Most of the stuff I could take or leave. That, and there’s no lack of yards to visit if I don’t like the price. Don’t forget, under that model, if I don’t buy it, they have to haul it back out in the yard or just deal with it in general so they are somewhat motivated to make the sale too unless they know I really do NEED it.