I. Traditional
A. The
model
1. What are you looking for?
2. What do we have?
B. The Price
1. What's fair?
2. What are you willing to take?
C. The Financing
1. Your place?
2. or mine? (the age old question)
II. Negotiating a New Dealer - Buyer
Relationship
A. The purposes of
transportation
B. Roles and
Responsibilities
1. The Dealer
2. The Buyer
3. The Departments of Transportation, Consumer Affairs, State
C. Principles of the Car
Deal
1. Principles related to movement
2. Principles related to cold winter mornings
3. Principles related to cold days in hell
D. Car Parts on the Table
1. Parts the buyer can take home
2. Parts that will remain with the dealer
3. A future parts agenda
E. Money on the Table
1. Total income of the buyer
2. Plans for use of income for non-car purposes
- fixed commitments
- income which may be redeployed to car payments
3. Net income available for car payments
F. Safeguards and Incentives
1. Air bag for sudden stops in the negotiation process
2. Discount for concluding negotiation before the next model
year |
