Make up your mind to be pleasant, friendly, and uncombative. It is very hard for a salesperson to negotiate with a nice person who simply refuses to be "bumped."
Never let the seller know exactly what you're thinking. The only time you want to appear to reveal your true feelings is when it comes to pointing out flaws or problems in the seller's car. Consult the ploys and countertactics in "About Buying New Cars."
Never divulge what you're really willing to pay. If you are on a dealer's lot, one of the first questions the salesperson will ask is: "What are you looking to spend?" If you have not as yet settled on a car and are "just looking," you might find it to your advantage to give the salesperson a price range. However, offer a price range that is twenty to thirty percent higher than your actual target price. The reason is because any car the salesperson shows you is going to be priced about twenty to thirty percent above what the dealer is willing to take.
Always be ready to walk away. Be nice. Be polite. In fact, if you're up to it, feign some personal pain that you were unable to make the deal. As you walk away, walk slowly. If you're in a dealership, take your time getting off the lot. Chances are the salesperson will make one last attempt to reach an agreeable price. Remember, no dealer and no private buyer wants to see someone who has the money and is ready to buy today walk away from a possible sale.
Other Negotiation Strategies
The Negative Walk-arouad
One effective technique to use early in the buying process is called the "negative walk-around." This is a technique in which you casually mention every flaw you find. If you see a paint chip, look at it closely, touch it, and be sure that the seller sees that you've noticed. A simple will make it clear to the buyer that you've noticed the flaw and signal that you are going to be looking for a reduction in the asking price
They Who Speak first
During the negotiation, whether it's your first offer or a counter state your price and then say nothing until the seller responds. There a saying in the car business that "He who talks first, loses." make the salesperson meet your counter offer with one of his or own. If the seller responds by saying something to the effect, 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.
