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> "Let's go over this: they are in a car dealership..."

Yet another reason why physically going to a dealership seriously weakens your negotiation position as a buyer. Mail, phone or fax multiple dealerships and do not enter one before getting a good offer.

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Something I read in a book about buying cars once: If you go to the dealer, test drive the car, etc. (basically take up some of the salesman's time) you can negotiate a better deal than if you just walked in or called and said "This is my price, take it or leave it."

The reason this works is because the salesman has a "sunk cost" in dealing with you for the last half hour and is reluctant to let that time be wasted by refusing a sale.

A competent salesperson (a category which probably excludes many car salespeople...) doesn't fall for the sunk cost fallacy, but they - and their manager - might still be more inclined to offer the deepest possible discount if you've spent the last half-hour actually showing a genuine interest in buying a car, not least because by that stage there's little more they can do to influence your perception of the value of the car.

Possibly things have changed, but I remember PG posted his correspondence with a car salesman via email trying to buy a Jetta or something. Basically got stonewalled.

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