If You Know Their Rules ...
You Can Play Their Games

They Who Speak first
During the negotiation, whether it's your first offer or a counter offer, state your price and then say nothing until the seller responds. There's a saying in the car business that "He who talks first, loses." Always make the salesperson meet your counter offer with one of his or her own. If the seller responds by saying something to the effect, "Can, you go a little higher?" or "That's really less than we have in the car, "just hold your ground until you get a reduced figure.

Buying from a Private Owner

Act l
The strategy we're about to outline is designed to help you get the best deal possible from a private owner. This a fairly aggressive strategy, and many people may not feel comfortable with it. However, we urge you to read it and select those ideas and concepts which you can build into your own buying strategy.

Don't Knock the Car
Some people think that they can reduce a seller's resistance to making a deal by insulting the car and suggesting that it's not worth the asking price. Don't do that. Remember, they've been living with the car for several years, and any insult or disparaging remark directed to the car is very often perceived by the seller as a personal insult to them.

This does not mean, however, that you should not conduct a negative walk-around. By all means, you want the seller to know that you are aware of all the car problems, big and small. The key is to adopt a tone of commiseration-"Oh, wow, who did that to you?" Or "It's obvious you've really kept this car in great condition. What a shame that your service mechanic didn't pick up this oil leak." Even if you know that the seller probably is fully aware of the problem and may well be the cause, always help him or her save face by blaming some third party-real or imagined-for the problem.