| How
to Buy a Used Car and
Not Get Taken
9. Negotiating Techniques
Herb Cohen, the author of You Can Negotiate Anything, once
told us a story about shopping for a car. He. sat down with
the salesman and, after a period of conversation, asked, "What's
the `real' price of this car?" The salesman responded
by giving him a discounted price. Herb then asked him: "Okay,
but what's the `real, real' price of the car?" The salesman
responded with yet another discounted figure. Herb put one
more question to him: "What's the `real, real, REAL'
price of the car?" To that the salesman responded: "For
that price you'll have to ask my manager."
We offer this story to illustrate that few if any cars are
purchased for their asking price. About the only cars that
"get retail" are those that are in high demand and
short supply-usually imported sports cars.
All other cars, both new and used, are bought on sale, at
discount, or after a period of negotiation.
Me
Keys to Getting a Good Deal
What
follows are some fundamental rules that we suggest you follow
if you want to be successful in buying cheap and reducing
your risk.
Rule
1. Have the money in hand
One of the keys to buying cheap lies in having the ability
to write a check on the spot. Cash in hand always gets a seller's
attention. Remember, the seller never knows when-or even ,f-the
next buyer will come along.
Rule
2. Be flexible
While you may have a make, model, year, and color in mind
when you begin to shop, it's a good idea to remain flexible.
Great deals don't always arrive exactly as you envisioned
them. We suggest that the condition of the car and the price
are much more important than things like the interior and
exterior color.
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