| As is the case with any relationship, of any kind, the | | | | on the table and what was not) and a need to 'win' |
| party who cares the least about it is in control of it. | | | | something that is not being contested. I have never |
| In a car deal, if you are willing and able to walk away | | | | seen a dealer remove his hat and surrender, |
| from the table and go home, you will be able to | | | | proclaiming his admiration for his vanquisher! |
| negotiate from a position of strength. Just make sure | | | | Sometimes a novice salesperson will offer to show a |
| that your expectations are reasonable. Never bring | | | | customer the invoice, thinking that this up-front |
| any emotion into any negotiation. Don't fall in love | | | | honesty will assist in closing the sale. The sales |
| with a car before you own it. Buy one that you | | | | manager will not be happy with this weakest of all |
| know you could love, but do not make an emotional | | | | sales strategies, but he will usually go and get it. Many |
| commitment until it is yours. Don't propose marriage | | | | times, when the customer sees it, he will claim that it |
| on the first date! | | | | is "doctored"--that it is not the actual invoice. He is |
| It is a well-recognized fact in the business that the | | | | dug in like he is storming the beach at Omaha, and |
| customers who pay the most for their vehicles ( | | | | his position is so entrenched that he CAN'T buy now. |
| percent vs. MSRP/KBB) are happiest with their | | | | He will go down the street and buy from someone |
| purchase. This is because these folks have decided | | | | with more confidence, more experience, and he will |
| that they are not going to let buying a car ruin their | | | | not be looking at any invoices, real or otherwise. This |
| day or their week. They have determined that it will | | | | was a person who came spoiling for a fight, would |
| probably cost more than it should, like many things in | | | | not take "Yes" for an answer, and thought himself |
| life, but they are going to buy a car and drive away | | | | out of a great deal. His 'negotiation' at the first place |
| in it. | | | | was enough to convince him that he had done |
| People who negotiate all day long always think they | | | | enough that he could now allow himself to buy. It is |
| left something on the table, that they could have | | | | quite likely that he still does not feel satisfied, a |
| gotten a better price if only they would have held | | | | terrible way to begin any relationship, especially with |
| out just a little longer! They suffer from both a lack | | | | your car. |
| of proper research (or they would know what was | | | | |