Rejecting Your Offer
You can almost put money on the probability that the salesperson will return with a long face saying that management has turned down your offer. If you have properly selected the timing of your visit to the dealership, if you are negotiating for a vehicle whose supply is well in excess of demand, it's a good bet that the dealership is just testing you.

How to test Back
Shake your head sadly and begin to busy yourself by gathering up your notes and papers as though you're getting ready to leave. Say something to the effect that you're sorry you couldn't get together. Then don't say anything.Be aware that the salesperson-who comes up empty if you walkis going to try to get you to increase your bid. Your response might be something like:

"I haven't really shopped around enough to know if I really need to up my bid.
But for the sake of discussion, how much are you looking for?"

Again, say nothing. Force the salesperson to respond. Chances are he or she will come down, but not to your figure. Get out your pad and pretend to be doing some heavy figuring. (By the way, salespeople love to do this to customers to create the impression that they are really trying to find some way to further reduce the price. Usually the "heavy figuring" is all part of the show.)Finally, up your offer by whatever amount you're willing to pay to make the deal. Tell the salesperson that this is all you're willing to go And that it is your final offer. Suggest that he or she think about it and dealership is willing to make a deal, fine. If not, you'll be on your way and then say nothing.

Remember the old negotiator's motto: "He who speaks first loses." the salesperson will believe he's convinced you to negotiate and that you can be talked into at least another bump or two. Surprise him. Make it clear that your offer is firm and that you're prepared to look elsewhere . Stand up, offer your hand, and thank him for his time and :eave. Chances are, if you've followed our suggestions for determining the actual list price, if you've timed your visit to fall at the end of the month or the end of the year, and if you're negotiating for a car that is not in heavy demand and one that can be purchased easily from any several dealerships, they will stop you before you leave the dealhership and you'll make your deal.

The T.O
If you’ve convinced the salesperson that you are absolutely serious n your offer, he or she will probably leave and return with the _ manager, who will give you a whole list of reasons why they can't accept your offer. You can translate those reasons to read: "We think a ra squeeze you for a lot more money before we risk having , walk on us."after the sales manager has told you why they can't accept the -A. respond by saying that you're sorry you were unable to have come ,,it agreement and that you would really have liked to have had the ? this weekend.If they understand that you do not intend to negotiate further and appear to be ready to walk out, the manager, fearing the loss of even your marginal profit plus the opportunity to make a substantial profit your used car (this assumes that your current car does have some rail value) may agree to your price. He may then suggest that you give the dealership a check for the entire amount. Refuse! Tell him that if your offer is approved and he signs the order verifiying the dealership's acceptance, you will give them a one percent deposit and the rest when you take delivery. Be very firm W your determination to pay the balance only after the car has been cleaned, fully preperred and after you have had a chance to make a final inspection.

Signing the Buyer’s  Order
The buyer's order is a contract that outlines the deal to which you are agreeing. If you are getting your financing through the dealership, the buyer's order will be replaced by a financial contract. When you sign the buyer's order you are committing yourself - the deal as outlined on that order. However, the contract must signed by the dealership management before it becomes valid.Once the salesperson has written up the buyer's order, check the information against that which you've developed before you beg the negotiation. The key is to be sure that the amount you have agree -to pay is indicated and that, if you are trading, the amount of the dolla, difference between the trade and the new car is exactly what yo expect it to be.Be sure that a manager has signed the buyer's order indicatinc that the dealership has agreed to your deal before you give them a deposit. Your buyer's order should contain the following information