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If
You Know Their Rules ...
You Can Play Their Games
SELLER
AGREES TO DEDUCT PRICE OF REPAIRS.
It's not necessary that the seller sign it. Just be sure he
or she is fully aware that you consider it to be part of the
deal.
Getting
to "least"
At this point, let's say you've established that it's going
to take $500 to complete the repairs. After writing down the
"note" about the seller's willingness to pay for
the repairs, put all your paperwork and notes away and abruptly
change the subject. Talk about anything, but get off the subject
of the car. Your objective is to relieve the seller of having
to think about the $500. What he or she doesn't. know is that
you've already begun the negotiation and that the first round
goes to you.
Without warning and maybe even in mid-sentence, abruptly turn
to the buyer and in a pleasant, almost matter-of-fact way
ask:
"What's the very least you'll take for this car?"
Say
nothing until the seller responds. Stare him or her right
in the eye with an expression that says after all this time
you and I are not buyer and seller-we're friends. No matter
how great the temptation, say nothing!
"Well, 1'd like to get $12, 000, " the seller says
or "I'm asking $1,2, 000. " Score another one for
your side. But you're not done with this tactic. Before he
or she gets a chance to say something about your offer, come
back with:
"I know what you'd like to get. But what is it that
you'll take?"
If
the seller responds with a number, you can generally assume
that it is not the least he or she will take. But no matter
what figure the seller gives you (it might be the asking price),
just shake your head sadly and say:
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