When Haggling Pays Off

Negotiating ploys of a car salesperson is difficult to avoid. Our defense is only to understand what he is doing. You can then use those tactics yourself.

How well you determine the price you agree to pay for the new car is a talent you can learn. It is what you call haggling. You can use this in your everyday purchase of anything. With luck and skill you can save more money once you practice haggling.

Here are some tactics you can use when negotiating a deal:

Call on a higher authority. In this tactic, when the buyer and seller agree on a tentative solution, one party has to get somebody to approve the deal. Anyone who has haggled with a salesperson is already familiar with this. You get to a certain price, and then the salesperson gets the sales manager’s approval. Buyers can also use this tactic. The person can say she adores the car but explains that her partner won’t agree unless the price is reduced.

Don’t say yes to any first proposal. Dealer usually never tosses out the best offer first. So reject it. If he doesn’t agree then go to another dealer.

Cringe away. Don’t show a calm face during negotiations. Show that you are shocked or surprised by any offer you do not agree on to even if it’s not reasonable. In the haggling business, calm face doesn’t look professional.

You say, 'I'm sorry, but you'll have to do better than that.' Then you shut up. Too many people just can't stay quiet; they blink and fill in the silence with words that drain all the power out of their rejection. Keep quiet. Chances are that you'll get a more reasonable offer.

Don’t offer splitting the price difference. Always wait for the other party to split it. It will give them a feeling of winning and the splitting of the difference would be in your favor.

Save a small concession. Hold back something you're willing to give up at the end so the other side can feel the satisfaction of winning something.

You might not feel comfortable using these tactics, but the experts say they'll be used on you.