Guest Author - Robin Segal

Negotiation is more art than science. It takes experience, dedication, and intelligence to be a good negotiator, but it also takes creativity and imagination- that’s because each technique is appropriate in only a small percentage of situations. How do you know what strategy to use in each situation? There is no one answer to that question. However, if you stick to being alert, honest and straightforward, you will not need to be a “strategizing” negotiator. This goes against the grain of most other car buying advice.

However, there are a few tips that might make you feel more secure in the negotiating part of the sale. They also work.

Focus on Price: Know ahead of time how much you are willing to pay for the car you want to buy, and for each accessory you plan to buy along with it. Stay focused on the price; do not let the car salesperson talk you into negotiating based on trade-in value or on monthly payments.

“Drop Anchor”: Start the negotiation by mentioning a price that is lower than you are willing to pay. This “anchors” the negotiation at that low price. It is always best to start a negotiation at a low price and let the salesman bring it higher than to start with his high price, which requires you to bring it down. Do not make your anchor price insultingly low, or your salesman will get (justifiably) angry or laugh at you, neither of which are in your best interest.

Sit Next to the Salesman: As strange as this sounds, you create a more positive dynamic when you are literally on the same side of the table as the salesman. Psychologically, this gets the salesman, and you, to feel as though you are “on the same side” of the deal… which is the side that wants it to result in a sale! If your salesman asks you why you want to sit beside him, just tell him that you want to read the numbers he is writing as he writes them, instead of having to wait until he turns the papers around for you to look at. This is a plausible explanation, and one he will have a hard time refuting politely.


At all costs, stay positive. If you cannot stay positive, go to another dealership. At all costs, do not have a yelling match with your salesman. Even if you end up with a good price on the car, you will feel stress when you are in your car. It is
not worth it. Stay positive.