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.)