Deanna Dewberry
Created: August 24, 2021 05:12 PM
ROCHESTER, N.Y. (WHEC) — Does negotiating to get a better deal make you squeamish? You're not alone. But as the price on everything continues to rise, it often pays to just ask.
There's a real art to negotiation, and during this era of pandemic pricing, it's more important now than ever. Remember Monday, I told you about the skyrocketing price of used cars in Rochester. We're number two in the nation in the amount the price of used cars increased year over year.
According to the researchers at LendingTree, in 2021, we saw almost a 36% increase in the average amount folks financed for a two-year-old used car. That translates to more than $7,100, and it reflects how much used car prices rose in just a year. Madison, Wisconsin had the biggest jump at 45.5%, and Chattanooga, Tennessee is number three at about 32%.
While now may not be the best time to buy, auto experts tell me that prices will cool as the weather does. So when the snow hits the ground, you can likely hit the car lot. But do you know how to get the best deal? There are actually experts who teach people how to negotiate. So I chatted with Andres Lares, managing partner at the Shapiro Negotiations Institute. He says if you’re uncomfortable with haggling, write a script before you go and practice saying it.
“You've now worked on it,” said Lares. “You've literally written down on a scratchpad. You don't have to write down every word, but then when you actually say it at the dealership, the same would go with when you're negotiating your salary or the same would go if you're a salesperson with a product, when you actually tell it to the party, it actually feels like you've done it before. And so there's a phrase we like to say, ‘Nothing convinces like conviction.’ And by going through the scripting process, you're more confident. And the more confident you are, the more likely you'll convince the other side.”
Here’s Lares’s Do List for Negotiating:
Here’s Deanna’s Do List for getting the biggest bang for your buck:
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