Negotiations are a mind game

To gain — and keep — control, a new car buyer needs to keep a salesperson back on their heels. While negotiating, among the more effective tools is controlling tempo. Below, find eleven suggestions on how to manipulate the chess game; especially when it appears you’ve reached, or are about to reach, a stalemate. Be assured, dealers have similar tactics. All’s fair in love, war and deal negotiations.

Cardinal rule: Never take a test drive before agreeing on price

While the eleven tactics below are intended to be humorous, they are effective. Use them as you see fit. I’ve shown them to ten car salespeople, each of whom said the tactics would infuriate them.

That said, never break the cardinal rule mentioned above.

Never.

1. Create a ten minute deadline and stick to it

Set the alarm on your smartphone and let the dealer know you’ve done so. Then watch the dealer start negotiating for more time. If, when the the alarm goes off, you don’t have the price you want, just stand up like you’re going to leave. If the dealer continues to negotiate, set another alarm, tell them it’s their last chance to earn your business and, when you do, you’ll be in complete control.

2. Put your checkbook on the table for five minutes

If a sales manager sees either a checkbook or a bank check, you’ll have their undivided attention, especially if they think you didn’t intend to show either. Don’t do anything with the checkbook or check. Just let it sit. About five minutes into your price negotiation, take it off the table and put it into your pocket or purse.

3. Ask to record the entire conversation

Making this request separates the adults from the children. The intimidation factor is incredible. If a dealer won’t agree to recording, ask why. The answer doesn’t matter. You’ll be in control.

4. Do not allow a dealership to check your credit before you agree on price

Allowing a dealer access to your credit history is too much of a commitment on your part without a commitment from the dealer. Checking credit reduces your credit score and, in this case, extends the time you’re sitting at the negotiating table. Be clear that, before anything else happens, you will agree to a final price or you will leave.

5. Spontaneously excuse yourself to go to the lavatory, then take a really long time

All great performers understand that making the audience wait consolidates the performer’s power. As long as a salesperson believes they’re making progress in negotiations, they’ll wait forever and experience the kind of exhaustion that they rely on you experiencing.

6. Ask the sales manager to park the exact same vehicle for which you are negotiating, in another color, at the front entrance of the dealership, but never get up to see it

Again, the key is to interrupt the discussion on your terms. If the dealer complies, you’ve gotten them to take their eye off the ball and you’ll know they need your business. If they don’t, you’ll know your position is not as strong as you would like. Leave and regroup.

7. Ask for a restaurant recommendation

There’s a fundamental belief on behalf of many sales managers that, if you leave to have a meal, you’ll never come back. Leverage this belief to keep control. If you get within $300 of your target price, go have a meal. If the dealer is serious about selling a car, they won’t let you get a meal.

8. In the middle of negotiating, abruptly stop the discussion to call a friend to ask their opinion

This is both a mind game and a good suggestion. Ensure the salesperson sits with you to answer your friend’s questions. Make sure the friend will be home before you leave for the dealership and, while you’re on the phone, talk about your children, your vacation…whatever.

9. Insist that the sales manager or salesperson take a mint you’ve offered

This tactic is fun. It implies bad breath. Once the dealer is thinking more about the smell than the price, you’re in control.

10. As you’re talking, while holding your checkbook, spontaneously ask for a pen

Before going to the dealership, you will have stored several pieces of paper on which you can write notes in your checkbook. If your checkbook is sitting on the desk (as suggested in tactic #2), and it looks like you are close to getting your price, this suggestion works really well. Open the checkbook, take out a piece of paper and write a reminder to yourself about anything, then put the checkbook in your pocket or purse, hand the pen back and ask, “Where were we?”

11. Walk away

Hopefully, everybody knows that walking away from a negotiation offers the greatest power. If you’re not close to getting what you want, just walk away.

Never give in.

Need words? Make contact.

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