How to Get the Best Deal When You Buy a Car

FBI agent & Scottish cop go head to head

Former FBI hostage negotiator Chris Voss spent more than 20 years in the FBI, including 15 years negotiating hostage situations all over the world.

Penny-pinching retired cop Joe spent 30 years in the Scottish police, he is as frugal as a gnat’s backside. The Scot’s have an undeserved reputation for being miserly but Joe takes the biscuit — and all the cakes.

Chris Voss is the author of Never Split The Difference — Negotiating as if your life depended on it. It’s an engrossing account of his extraordinary career and it is full of expert advice for handling any situation requiring compromise.

Joe is my old colleague. Many years ago he injured his foot, before each of his eight operations on it he told the surgeon to cut it off. He’s is so stingy he’d be happy to lose his foot because he thinks it will save him money on shoes.

In his book, Chris Voss relates how he bargained hard with a dealer and through his negotiating techniques, he got $6,000 off the sticker price of his car.

Joe once came to my party with two beers. He drank everything he was offered and, judging by the state of him when he left, anything left unattended. In the morning, I found the unopened beers he brought — they were three years out of date.

It interested me to compare their two styles when buying a car.

Chris Voss

In his book, Chris Voss describes how he learned from negotiation expert Herb Cohen. Herb went to Japan to negotiate with a supplier. The Japanese suppliers asked how long he was staying, and Herb said a week. His hosts stalled for seven days, took him on tours and entertained him with parties — anything but discuss their deal.

They didn’t start serious talks until he was about to leave, and they didn’t sign a final contract until Herb was in the car and on the way to the airport. Herb thought he was being played and regretted giving them his deadline and not getting theirs.

Chris Voss was smart enough to know this is wrong. It didn’t matter that they knew his deadline.

“Deadlines cut both ways. When the negotiation is over for one side, it’s over for the other too.”

Herb might have worried about what his bosses would say if he came back without a deal. But the supplier wouldn’t have been happy to let him go. In that scenario, nobody wins.

When Chris Voss spotted the only red Toyota 4 Runner in Washington, D.C., he fell in love with it. Surprisingly, he told the salesperson he had fallen in love with it. It wasn’t until he mentioned the price, $36,000, that Chris pursed his lips.

“The key to beginning to haggle is to rattle the other guy ever so gently.” — Never Split the Difference

Chris told him he could pay $30,000 upfront, all cash. He then apologised for not being able to pay more than that.

“I’m sure you can understand we can’t do that. The sticker price is $36,000, after all.”

“How am I supposed to do that?”

The sales agent suggested financing.

“It’s a beautiful truck. Really amazing. I can’t tell you how much I’d love to have it. It’s worth more than what I’m offering. I’m sorry, this is really embarrassing. I just can’t do that price.”

The sales agent didn’t reject it outright and went off to speak with his boss. Chris wondered if he should have come in at a lower first offer. The sales agent returned and countered $34,000.

“Wow, your offer is very generous and this is the car of my dreams, I really wish I could do that. This is so embarrassing. I simply can’t.”

The salesperson trudged off for a second time and countered $32,500 and a note that read “YOU WIN” in big letters.

“I am so grateful. You’ve been very generous, and I can’t thank you enough. The truck is no doubt worth more than my price. I’m sorry, I just can’t do that.”

Off went the salesperson again. A minute later he returned.

“We can do that.”

Chris Voss used his extensive experience to hold out for the price he offered. He listened and spoke clearly and empathetically. He treated the sales agent with dignity and respect.

He was honest about what he wanted and stated what he could and could not do. In doing so, he conducted a conflict resolution masterclass and nailed himself a bargain.

Joe

Joe’s reputation for being a tightwad began when he was a rookie. There was a fast-food restaurant on his beat that gave a discount to uniformed cops. Joe frequented the establishment every night he worked. One time, we caught him there on his day off — he’d put on his uniform and called at the restaurant to get a discount takeaway for his family.

I asked him to come over for coffee and I interviewed him for research I was doing.

“What was the best deal you got buying a car?”

“I don’t really care what car I drive. It doesn’t matter to me, just as long it can get me from A to B.”

“Come on Joe, you must have gotten some good deals. You have the best negotiating skills of anyone I’ve ever seen?”

Joe rocked back his head and smiled.

“No, not really. I mean, salespeople do it every day. They know more about negotiating than I do. That’s why I never buy a car from a garage, as soon as you drive it off the forecourt you lose 20%.”

“I’m interested, what do you do?”

“I walk, I cycle, I hitch-hike. Cars are expensive.”

“What do you drive just now?”

He laughed.

“Oh, I’ve got an old Suzuki Alto. It’s 16 years old and only has 18,000 miles on the clock.”

“So, how much did you pay for it?”

“Can you keep a secret?”

I nodded.

“I got it for nothing, free gratis.”

Knowing Joe, this didn’t surprise me.

“How?”

“It’s my mother-in-law’s car. She has dementia and is now in a home. I said I would look after it for her until she got out.”

Takeaway

Well, it looks like the FBI guy wins — if you are buying a brand new car. He certainly got a great deal. And we all learned a few things in the telling.

• Deadlines cut both ways.
• The key to haggling is to gently rattle the other guy.
• Stick to your guns.
• When negotiating, treat people with dignity and respect.
• Be honest.
• State what you can and can’t do.

I kinda get the feeling Joe wins something too — maybe ‘most miserable Scotsman of the year’.

What can we learn from him?

• You will save a lot of money if you don’t buy brand new.
• You will save even more money if you don’t care what you drive.
• There’s penny-pinching and there’s Joe’s penny-pinching — which is a thin slice of bread away from being unscrupulous.

Confession

This article has turned out very much different from planned. It took a right turn when I interviewed Joe. Joe is also a trained negotiator. He still holds the highest pass mark ever received on the Hostage & Crisis Negotiating Training Program.

I don’t know how he did it, but he blagged a bag full of free golf balls from me after the interview.