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Auto Negotiation 101: Read This Before Buying Your Next Car
Author: Â Matt Smith
I remember it like it was yesterday – my father standing toe to toe with the used car dealer on a hot summer afternoon in Fresno , California .  With the sticky black asphault melting beneath our feet, the numbers went flying back and forth for what seemed like hours.  High, low, high, low – like a two children on a seesaw trying to knock each other off balance.  And then when it seemed like no deal could be done — when the dealer had made it clear that the price on the table would put him out of business and cause his family to starve — hands were magically extended and a deal was struck.  On that day we became the proud owners of a dingy blue Datsun pickup truck and my father earned bragging rights for having obtained what he proclaimed to be “the deal of the century.”  And at the time I had no doubt in my mind that it was.  Now, looking back, the only thing I wonder is why the car dealer didn’t win an Oscar for his performance.
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Fortunately for all of us, the days of being forced to compete with the theatrics of car dealers (or any other salesmen, for that matter) are behind us.  In the era of the internet the consumer has an advantage never before seen – the ability to locate sellers around the world and access pricing information – the power to call a bluff before egos and tempers are ignited.  Yet with this powerful arsenal at hand, many of us still are not taking advantage of the deals that are out there.  So here are three simple tips for the next time you go to buy a car or head out to make some other large purchase.
1. Â
The motto of a Boyscout is just as appropriate for a negotiator.  Make sure to always do your homework and enter a negotiation prepared.  There is no question about it, your greatest asset in a negotiation is objective information.  I purposely use the word “objective” here because your goal in a negotiation is to persuade the dealer to agree with your position.  Sharing your personal opinions about what a car should cost probably won’t get you very far.  Put yourself in the shoes of the dealer – what information do you think would help them find your offer to be fair and reasonable?
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