We bought a new (used) car over the weekend after weeks of searching. It’s a nice car, reliable, in nice condition. Boring. Perfect.
This is our first time buying from a dealership with actual haggling involved (our last car, a 1998 Jeep Cherokee, was purchased from a friend).
It is a delicate dance. A lot of back and forth, more than enough room for missteps.
A lot of: “You’re getting the very best price, believe me.”
A lot of: “But think about it this way.”
A lot of: “OK. OK. Let me go talk to my manager.”
Let me go talk to my manager.
Deflection is key. Both sides must try to get what they want without showing how badly they want it. No one can lose their cool. Smiles all around, but also a few carefully thrown in frowns and just the right, exactly right, amount of doubt, hesitation ought to manifest.
Some: “Good point, although…”
Some: “Well, I don’t know. I just don’t know.”
By the end, ideally, everybody should get a little of what they want. But not everything.
For our first time, we made it through relatively unscathed. And our leasing manager seemed more than fine.
It’s about what we wanted, however badly or not.