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vanblah · 04-17-2007, 01:04 PM

The key to negotiation is to realize that you have the upper hand -- always.

You have something they want. Money. The dealer doesn't have squat. That car that you want is not the ONLY one of its kind. (Of course, if it IS a one of a kind and you're trying to buy it then you're probably not concerned with price). They make you think that they have what you want, but they really don't.

Salespeople in general try to appeal to your emotions. They try to make you think that if you don't buy this item RIGHT NOW that you are going to miss out on the opportunity of a lifetime.

My favorite tactic they use: "This price is only good today." You can counter that with, "So, what you're saying is that if I come in tomorrow with that amount of cash that you WON'T sell it to me?" Always let them know that you are aware of their BS.

In fact, most of their tactics can be countered if you just think about it. Language and logic are your friends. Refuse to get emotional. You may really, really want that car, but don't let your emotions drive your decision.

My weapon of choice: silence. I don't tell them how much I'm going to pay. I make them feel like I could walk at any second. Not to say that I'm not interested ... just that I know how full-of-shit they are. Silence makes people very uncomfortable ... it makes chatty salespeople want to fill in the void with anything. Let THEM come up with all the prices.

Of course, a savvy salesperson will usually walk away from you. Let them go for a while. Then walk up to a different sales person and start talking. They'll ask if you were already working with someone. Say yes, but they didn't seem to be too interested in selling you a car (or whatever). If the original salesperson sees you starting to work with another salesperson they'll come running. It's fun for the whole family.

Negotiation is a very subtle thing. It's not like in the movies where a person says, "That's my best offer," and the salesperson caves in.

New cars are a little easier than most big ticket items because it's so easy to find out what a "fair" price is. Used cars are a little different because you don't really know what the dealer has put in to them.

04-17-2007, 01:04 PM	#7 (permalink)
vanblah Junkie	The key to negotiation is to realize that you have the upper hand -- always. You have something they want. Money. The dealer doesn't have squat. That car that you want is not the ONLY one of its kind. (Of course, if it IS a one of a kind and you're trying to buy it then you're probably not concerned with price). They make you think that they have what you want, but they really don't. Salespeople in general try to appeal to your emotions. They try to make you think that if you don't buy this item RIGHT NOW that you are going to miss out on the opportunity of a lifetime. My favorite tactic they use: "This price is only good today." You can counter that with, "So, what you're saying is that if I come in tomorrow with that amount of cash that you WON'T sell it to me?" Always let them know that you are aware of their BS. In fact, most of their tactics can be countered if you just think about it. Language and logic are your friends. Refuse to get emotional. You may really, really want that car, but don't let your emotions drive your decision. My weapon of choice: silence. I don't tell them how much I'm going to pay. I make them feel like I could walk at any second. Not to say that I'm not interested ... just that I know how full-of-shit they are. Silence makes people very uncomfortable ... it makes chatty salespeople want to fill in the void with anything. Let THEM come up with all the prices. Of course, a savvy salesperson will usually walk away from you. Let them go for a while. Then walk up to a different sales person and start talking. They'll ask if you were already working with someone. Say yes, but they didn't seem to be too interested in selling you a car (or whatever). If the original salesperson sees you starting to work with another salesperson they'll come running. It's fun for the whole family. Negotiation is a very subtle thing. It's not like in the movies where a person says, "That's my best offer," and the salesperson caves in. New cars are a little easier than most big ticket items because it's so easy to find out what a "fair" price is. Used cars are a little different because you don't really know what the dealer has put in to them. Last edited by vanblah; 04-17-2007 at 01:06 PM..