How Do I Make A Lowball Offer?

Angela and her family want to buy a second vehicle, and they want to know how to make their first offer in the negotiation.

QUESTION: Angela and her family want to buy a second vehicle, and they want to know how to make their first offer in the negotiation. Dave talks about how they need to make it all about them.

ANSWER: I would say something like, “Your offer is very fair. Your price is fair, and this is a fine vehicle. The problem I have is it’s not in my budget. In order for me to make this deal work, I can only do $X. We’re out here looking, and there are a lot of people who need to sell stuff right now because of the economy. We’re just shopping around to get the best bargain. We don’t want to insult you. But I’m standing here with money, and I can do this.”

It’s just classy and diplomatic—telling the truth. I don’t ever run their stuff down to get a better deal. That’s insulting.