GOOD TO KNOW
If you are selling a second-hand car, be aware that some people have been known to create fake listings indicating other similar cars are available cheaper as a bargaining tool, says Imad Hammad at CarSwitch. Married couples have an advantage when negotiating in person when they can play “good cop/bad cop”, in Mr Hammad’s experience. In response to this tactic, the seller tends to make the offer more attractive to appeal to the good cop. Don’t forget you can always walk away. “I had a retired friend with time on his hands who liked to go to dealerships, kicking the tyres on a new car,” writes Philip Reed at NerdWallet. “He let the salesman talk awhile, and then he would walk out – twice. On the third visit, my friend bought the car, figuring the salesman negotiated himself down to his lowest offer. Another friend of mine brought his restless two-year-old into the sales office. When negotiations stalled, he picked up his child and prepared to leave. That simple move dropped the price … Remember, body language can speak louder than words.” Go to a reputable dealer and avoid online and brick-and-mortar auto souks. That’s where you might encounter “grey imports”, which are vehicles imported from North America that may have been in accidents or otherwise damaged, warns Bill Carter of Autodata. Not only would the warranty not be honoured in the UAE, insurance companies are increasingly unlikely to insure them.
If you suspect a car is a grey import, crosscheck the Vehicle Identification Number with Autodata’s website Vincheck.live. Take a minute before signing on the dotted line to make sure enticing offers are really as good as they appear. “Before you agree to any deal, ask for a breakdown of fees to see the total – or the ‘out the door’ – price,” writes Reed at NerdWallet.
“In some cases, dealerships insert bogus charges or inflate the documentation fee to try to take back some profit they gave away. Once you know the total price, and if it still looks good, you can buy with the confidence of knowing that you’re a savvy negotiator.”