Car Buying Critical Negotiating Tips

By: Jeff Neilan

O.K. you're patting yourself on the back for all of the homework
you've done on your perspective car that you are going to buy...
so you're fired up and ready to go... right?

It's great that you've done much homework on the car that you've
got your eye on... good job. But, consider this - have you given
any thought at all as to what your negotiating game plan is
going to be? If you really want to maximize your car deal, it
only makes sense to give this area some additional consideration.

Negotiating is skill that can be learned and gets better with
practice. Throughout everyone's life - first as children then as
parents - negotiation occurs rather regularly. Now that you're
looking at stepping onto a car dealership, you shouldn't
suddenly feel as though you've never been involved in
negotiations... I'll bet that you have.

First and foremost, plan to succeed. Simple thought I know, but
it is part of the preparation. If you go into the process
thinking that you would really like to get the selling price
down to a certain figure, but at the same time you're telling
yourself that this probably won't happen... then guess what...
it won't. You won't have the confidence, and the sales person or
sales manager will get work on your shaky expectations and get
you off your target price.

Be mindful of the other hand though. If you go into the car
selling price negotiating process like the proverbial 'bull in a
china shop' you'll probably trip the sales person's and the
sales manager's hot button and they will push back just as
vigorously creating a negotiating chasm.

The key as a polished negotiator is to stay calm and pleasant
and present win-win scenarios.

Secondly - Be prepared. Don't go into any type of transaction
such as buying a car unprepared. Don't just know about the car
and what you want your car to come with - know what each of
these options cost... don't guess or assume... There is profit
to be negotiated upon across the board at any given dealership.
Knowledge is confidence, and sales people will pick up on the
fact that you know of which you talk and this will significantly
cut down on the sales b.s.

Next - Leave yourself wiggle room inside your cocoon of
happiness target. In other words never start with the price you
want to pay. Remember, by definition here we are negotiating
with another person... if you start with the price you want to
pay; you'll have no choice but to negotiate your way up and out
of it. So, if you're will to spend say $15,000 then start at
$14,000 and work to create a win-win somewhere in between. And,
oh by the way... no one in the dealership other than you has or
will have NO IDEA of what you're willing to pay.

Here's a bonus tip - if the sales person kicks off the
negotiations with the first offer, don't counter with a
number... that's right no counter number... instead counter back
with a pleasant ... "I'm afraid that's somewhat beyond my
budget" ... make them come back with another offer to get you in
the game. Now you just gotten a newer offer and you haven't even
jumped in yet. The first offer from the dealer is usually their
'home run' swing... they don't really expect you to serve
yourself up at this point (although some do... and hence the
home run in profit).

Keep in that this is not a one way street. You'll have to
participate and make some concessions in order for your deal to
be a winner. For instance, if you can't get to the selling price
you want then get more for your trade, get an extended warranty
at dealer cost, get some no cost service or oil changes, floor
mats, ... anything that keeps the deal moving forward and the
negotiations open... don't get hung up on 'beating you opponent'
over just one aspect of the deal.

This is where many people get frustrated and either walk away
after getting so close or just give in as a result of the
frustration. Negotiating a car deal is a package not just a
selling price. Sure the selling price is the focal point, but
you have to give the appearance that you are offering some
concession as well. In fact, as your target price get within
range, don't just agree on the price and then begin the delivery
process. If you do... you will be in a much weaker position to
negotiate any extras you may want such as that extended
warranty... you see... make sure all potential aspects of the
deal are in place before you shake hands on the price.

About the author:
Jeff Neilan's car dealer experience offers insightful car buying tips that
save you time and money. Be sure to visit
www.acarbuyersguide.com for car buying advice, pricing and more.