A used-car lot at dusk under sodium lights, one person crouched at a front wheel shining a flashlight along the underside of a sedan.

The Negotiation

Most of it happens before anybody says a number. What you bring, what you say first, and the one thing that gives you all the power.

Module 5 of 74 lessonsWritten in full1 worksheet

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The lessons

All 4, in the order they are read.

1. The walk-away number
Written down before you leave the house, and it is the only thing in the transaction that gives you real leverage.
2. The inspection is the argument
A costed list of findings moves a price; an opinion about the price does not.
3. Silence, and the single offer
One number, a reason, and then nothing. The pause is the technique, and almost nobody can hold it.
4. When to walk, and how to leave the door open
Half of all good used purchases are made three days after the buyer left politely.

The worksheet

Offer sheet

Built directly from the inspection sheet. Each finding gets a cost and a source for that cost. The offer at the bottom is arithmetic you can show the seller, which is why it works where an opinion does not.

Offer sheet
Finding (from the inspection sheet)	Cost to put right	Source of that cost	Deduct from asking?
EXAMPLE — two tyres below wear limit, one six years old	$420	Written quote, local tyre shop, dated	Yes
—	—	—	—
—	—	—	—
ASKING PRICE	—	—	—
TOTAL DEDUCTIONS	—	—	—
YOUR SINGLE OFFER	—	—	—

1 further rows in the downloadable sheet.

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