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Yup, always do the trade first (archive)

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Posted by The Marketeer on March 09, 1999 at 00:02:10:

In Reply to: Re: 99 M3 prices? posted by Bruce on March 08, 1999 at 21:58:57:

Once you're negotiating the new car price, you're emotionally involved, you want the car, the dealer knows it, so he/she offers a competitive price and then screws you on the trade after you've already spent 5 hours drooling over that estoril blue M3 you waited 20 years for and 5 hours haggling over the deal.

Negotiate the trade FIRST. Then the dealer doesn't know how desperate you are to make a deal of some sort or another. After all if you don't get a good price on the trade, you might walk. You've committed no time or energy to get a trade in commitment. Then, with a fair trade price committed by the dealer, you have leverage - now he/she has invested time to make a deal, and you play hardball on the new car price.

My favorite technique is to do the trade-in first, saying "Well, I just can't part with this car for less than [blue book + 1000], I guess I'd be more flexible on the new car." Get the commitment. Spend another two hours talking to the sales rep and looking over the car. Then "OK, I guess I can go as high as $500 over invoice, but that's it. 501 and I'd have to comparison shop around for a while" lolol

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