Once when I had to buy a car (this was '88 or so), it happened that one of my co-workers was a former car salesman. Here’s what he told me:
Know two things that all car salesmen know:
- A buyer who comes onto a lot is going to buy a car, here or elsewhere.
- If the buyer leaves, they will not come back.
So know that in the end, they are highly motivated to sell you that car.
My co-worker told me: Tell them your bottom line up front, and let them know that it is in fact your bottom line, and you won’t budge from it. They won’t believe you, so you’ll have to show them. Every time they come back with a lower proposed price, tell them No until they meet you. Be fully prepared to walk if they don’t.
It worked. I’m not a negotiator either, but it wasn’t hard. I just kept saying No. At one point, I gathered my things and said, “I guess we’re not going to be able to agree,” thinking it really was the end with this dealer. And to my surprise, the salesman said, “No, let me try one more time.” And lo and behold, he came back with my price.