Negotiation is one of those art forms that seems to excel when done in person, and falter and fail online. There are a couple of reasons for this. Firstly, negotiation thrives on personality, which is often muted, or at least quietly lowered online. The anonymous nature of online buying and selling websites such as Ebay also change the dynamic -- instead of buyer and seller being able to freely interact with one another, discussion is sometimes limited and the subject of price can be hard to bring up. However, it's possible for online car buyers to get the best deal possible through some simple negotiation tactics.
First, make sure you have a price in mind when you're looking at the car. When you name a limit in your mind, and actively refuse to go above that price, you're locking yourself in to a new goal, and making sure that you do anything possible to get that deal. If you walk in to a deal without that clear cut goal in your head, you could end up crashing and burning, and accepting the first offer that the seller gives you without having time to think it through. Confidence is key in this strategy, and you'll inevitably fail without it. Make sure you know how much the car is worth, and refuse to let yourself pay more than that. Then you'll end up getting the car you want at the price you want.
Secondly, make a note of any physical or performance defects noted by the seller before you look at the car in person or negotiate on the price. While these small dings and scratches may be harmless, you can use them as an example of neglect and poor treatment, and force the owner on the defensive. When you're on the offensive, you often control the situation, allowing you to dictate your terms and conditions to the seller. Make the most of this powerful position, and be sure to point out any small problems that could cause you to see less value in the car.
There's a limit to this strategy though, as with all others. Point out every flaw and each individual one loses value to you. When you spread your strategy thin you'll end up undermining yourself. Instead of pointing out every little scratch, focus on the big and noticeable ones and make them really valuable to you. Make sure that they could plausibly have some effect on the car's performance or cosmetic value, and ask the owner for an explanation. If they don't seem happy to give it to you, be cautious as you continue the negotiation -- they may be hiding some details that you should know about before buying.
Be sure to follow these instructions carefully, and retain a friendly but authoritative demeanour throughout the negotiation process. There's nothing worse than coming off as overly aggressive and losing the seller, nor is it good to act weak and naive and end up with a poor deal. Observe the rules carefully, and don't overdo any one side. Good luck, and enjoy your car purchase -- with the skills laid out here you'll be sure to get the deal you deserve.
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