How To Buy A Used Car Part 4: Negotiating

how to buy a used car part 4 negotiating
[Ed: Part one of Steve Lang’s updated used car buying guide is here, part two is here, and part three is here.]

When it comes to buying a used car there are two basic negotiating mindsets. You can either be fair and decent or unfair and obnoxious. If you seek to chisel and deceive then chances are you will get a bad car. Only the desperate and deceitful are willing to put up with that type of BS.

Want a ‘great’ car? Then realize that many sellers respond extremely well to honesty and decency. Win – win is no sin. So, karma lovers, here’s some tips for negotiating the purchase of a used car by observing the Golden Rule.

Making the Offer:

If you’ve followed parts one through three of this series congratulations! You’ve found a car that’s superior to 90-plus percent of what’s out there. Rejoice and let the seller enjoy the benefits of properly maintaining his car.

How to Value the Car:

NADA tends to have high valuations while Kelly Blue Book overprices late model vehicles and underprices older ones. Contrary to reality, you can’t find many good $1000 cars regardless of what the Blue Book says. Nor should you get a 2000 Mercury Grand Marquis with over 200k+ for the NADA pie in the sky price of $5000. Stick with Edmunds private party values or the ‘completed items’ section on Ebay.

Negotiate After the Inspection, Not Before:

Some folks believe that you should make an offer before the final inspection. I never do.

The reason is that sellers will then get stuck on an unrealistic price if there are major maintenance issues. A $5000 car that needs $1000 in maintenance was never a $5000 car in the first place.

Most sellers will get stuck on that ‘perfect’ number and reject any substantial adjustments. A good inspection will always yield both parties an offer based on the car’s condition.

How to Negotiate

Begin by declaring your intention to buy the car… so long as the repair costs are addressed in the price.

If these repairs are minor, immediately offer to split the difference for the repair costs and call it good. If, however, mission critical repairs run into the high hundreds to thousands of dollars, you have an “opportunity” ahead of you.

Summon the mechanic!

Ask your mechanic to fax the used car’s inspection report to the seller before you speak with them. At first, the seller (and possibly you) may be shocked by the numbers involved.

This can be especially true with older vehicles and luxury cars. However, with a little constructive conversation, even the most alarming repair costs needn’t kill the possibility of an amicable agreement.

Do The Right Thing

I like to start negotiations for cars with repair “issues” by giving the seller an opportunity to do the right thing. “Given what’s in front of us right now,” I ask. “What would be the fair way for both of us to resolve these repair costs?”

Worst case, the sellers stand pat. In that case, walk. Best case, the seller says they’ll simply lop-off the total bill from the asking price. If that happens, it’s time to shake hands and do the deal.

Compromise

Some sellers begin by offering to reduce the asking price by a very low number. They figure you’re there to haggle (hoping you won’t).

Provided the asking price minus 50 percent of the repair costs is acceptable, again, offer to split the difference.

If that doesn’t work for either or both of you, it’s time to go through the inspection report– and the probable costs of repair– line by line.

Not all repairs are equal

Keep in mind some items are your financial responsibility. Unless it involves a major repair (timing belt, water pump, adjusting the valves, etc.), upcoming maintenance regimens are always down to you.

Don’t sweat the small stuff

In particular, oil changes, tune-ups and replacing filters that aren’t necessary right now should be removed from your list. By doing this from the onset you’re showing goodwill and fairness.

Find an alternative when you need to.

If the seller claims the cost of repair listed in your inspection is too high, ask them if they know of another mechanic who’d be willing to do it for less, and the type of guarantee they will offer. I’ve seen $450 repairs with 30-day guarantees turn into $200 repairs with a full year guarantee. If the car is worth it to you, it pays to explore alternatives that will benefit both of you. It may take research and patience, but it can be done.

Tit-for tat works wonders

Finally, if you have experience repairing minor automotive issues, use that skill to create some wiggle room to help close the deal. “You know, I think I could handle that myself. What do you think about us taking off x repair? Would a price of y make it a fair deal for both of us?”

Take it or leave it

If you can come to a mutual understanding, enjoy your ride! If not don’t beat a dead horse. I like to back-out by thanking the seller for their time. Leaving a copy of the inspection report as a “gift” and telling them my final price, should they reconsider. Above all don’t sweat it. There are plenty of excellent used cars out there looking for a good home.

Let’s Recap

To get a great deal: research diligently, test drive patiently, let an expert figure out the unknowns, and negotiate in good faith. Do this and you’ll save unnecessary test drives and thousands of dollars in future repair costs.

You’ll also buy the cream of the automotive crop at an extremely fair price.

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  • MichaleRideaux MichaleRideaux on May 15, 2014

    Superb article! Thanks man, for sharing these tips. Buying a used car part can be a miserable job if you aren’t doing it in a right way. Here are few more tips to keep in mind :- 1.) Be careful as there are lots of scams going on these days. 2.) Avoid dealers who aren’t giving you warranty. 3.) Look out for a reliable dealer. 4.) Make deal only from a reputed dealer. 5.) Know about part’s history and its performance. I‘ve had an experience of buying used engine from this site called http://buyusedengine.com/used_engine.php and the deal was fair and the engine is working pretty well too.

  • Matthew Williams Matthew Williams on May 30, 2014

    I really needed a new engine for my car but all the quotes I was getting were way out of my budget. I looked one evening when I drove past Joliet U-Pull-It’s sign board… I was able to buy a good engine at a great price! I’ll definitely be checking them out again for my spare part needs, plus they have a website! Here’s a link if you’re looking for car parts like I was http://jolietupullit.com/.

  • Dukeisduke The wheelcovers with all the little round holes are from Pontiac, like the Catalina.
  • DungBeetle62 "Mark III would make its branding as exclusive as possible... " Meanwhile, 40 years on down the road every single Lincoln product was "MK _____"
  • FreedMike It is kind of refreshing to see an off-roader that is focused on the basics of off-roading, versus convincing its’ owner that he’s the real-life incarnation of the Punisher, and the owner of the largest penis in human history.
  • FreedMike I’m for pretty much anything that goes fast. The more, the merrier.
  • ToolGuy 16.9 gallon fuel tank (~15 usable in the real world) combined with abysmal fuel economy means the range of your girlfriend's EV will look pretty good by comparison. 😉
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