Often, salespeople are all to eager to quickly negotiate down the high price of car. This larger total, or the price on the sticker, is usually open to some leeway in order to give buyers the feeling that they’re getting a great deal. Yet while a buyer may feel that the retail price of the vehicle is good, the total price can quickly skyrocket with the addition of charges and extras.
Edmunds refers to this sales tactic as “nibbling.” A good salesman will repeatedly ask for small favors, like upgrading to a different package, paying an extra surcharge, or something else that means more money coming out of the driver’s pocket. These often won’t seem like a big deal at the time, but can quickly add up, and soon, buyers will be staring at a higher price than they initially thought they’d pay.
Yet many won’t argue because they’ll have already previously agreed to these small “nibbles.” There are a few ways to avoid this. One is for drivers to never be shy about changing their mind or going back on something they said. Until a driver signs on the dotted line, they’re not obligated to pay a dime for something they don’t want.
For those who want to get as much as possible, Edmunds recommends the “counter-nibble.” Every time the dealer asks for something, the buyer should try to get something in return, whether it’s free floor mats, dodging a charge, or a stereo upgrade. If drivers continue to trade like this, they can begin to make some headway while not giving up too much.