This American Life “Cars” on Secret Sales Negotiations

One of the best listens this holiday break was an episode from This American Life that revealed the secret negotiating tactics from inside a Long Island auto dealerships–revealing everything you wanted to know about how to negotiate a car sale but were unable to find out.

The reality inside the dealership is much more complex than I would have guessed. As a customer, not only do you have to contend with the salespeople but they are in a multi-polar negotiation involving you, other customers, the manager/pit boss, and all up against hard deadlines, goals/quotas, inventory limitations, and a myriad of other obstacles. Overall I am not sure why this show was so surprising–but it is a lot of fun to consider the inside negotiations and human drama behind a dealership.

via Episode 513: “129 Cars” – bleeped | This American Life. (This bleeped version covers up the salty language used by car salespersons and is best for the classroom.)


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