Print: Negotiation Scripts
Print or save these scripts before you negotiate.
Print: Negotiation Scripts
Printable negotiation scripts.
Email Templates
Initial Price Quote Request
Send to multiple dealerships simultaneously
Subject: Quote Request - [Year] [Make] [Model] [Trim] Hello, I'm in the market for a [Year] [Make] [Model] [Trim] and am requesting price quotes from several dealerships in the area. I'm a serious buyer ready to purchase within the next [timeframe, e.g., "two weeks"]. Specifically, I'm looking for: - Color: [preferred color(s)] - Interior: [leather/cloth, color] - Options: [list any must-have options] I would like your best out-the-door price, including: - Vehicle price - All taxes - All fees (documentation, registration, etc.) - Any dealer-installed accessories Please do not include any optional add-ons like extended warranties, paint protection, or nitrogen tires in the quote. I have pre-approved financing, but I'm happy to consider dealer financing if you can beat my rate of [X]%. I'll be comparing quotes from multiple dealers and will purchase from whoever offers the best overall value. Please respond with your best price by [date]. Thank you, [Your Name] [Your Phone Number]
Counter Offer Email
Use when you have a lower quote from another dealer
Subject: Re: Quote Request - [Year] [Make] [Model] Hi [Salesperson Name], Thank you for your quote of $[their price] out-the-door for the [Year] [Make] [Model]. I've received a lower quote from another dealer in the area for $[lower price] out-the-door on an identical vehicle (same trim, same options). I prefer working with your dealership based on [reviews/location/previous experience], but I'll need you to be competitive on price. Can you match or beat the $[lower price] out-the-door price? If so, I'm ready to come in and complete the purchase this week. Please let me know by [date]. Thank you, [Your Name]
Final Price Confirmation
Before visiting the dealership
Subject: Confirming Purchase Details - [Date/Time] Hi [Salesperson Name], Thank you for working with me on this deal. I'm planning to come in on [date] at [time] to complete the purchase. Before I arrive, I'd like to confirm the following details in writing: Vehicle: [Year] [Make] [Model] [Trim] VIN: [VIN number if known] Stock #: [Stock number] Agreed Out-the-Door Price: $[amount] This includes: - Vehicle price: $[amount] - Tax: $[amount] - Doc fee: $[amount] - Registration: $[amount] - [Any other agreed items] I am NOT purchasing: - Extended warranty - Paint protection - Fabric protection - Nitrogen tires - Any other add-on products Please confirm these details are correct. I'll bring a cashier's check for the full amount when I arrive. Thank you, [Your Name]
Yo-Yo / Spot Delivery Response
When the dealer calls saying 'financing fell through' after you've already driven the car home
Subject: RE: Financing Change Request — Please Respond in Writing Hello [Dealership Name] Management, I'm writing about your request on [date] that I return to sign new financing paperwork for the [Year] [Make] [Model] (VIN: [VIN]). I'm not agreeing to new terms over the phone. Please send me, in writing: 1) The exact terms you're asking me to accept (APR/interest rate, term/loan length, payment, fees, and the full out-the-door total) 2) Whether you are asking to unwind/rescind the deal (cancel it completely), and what that process looks like (returning my down payment, trade-in, and paperwork) If you can honor the agreed terms, I'm ready to proceed as originally discussed. If you cannot, I'm willing to discuss unwinding the deal in accordance with the contract and applicable state law, with all funds returned and my trade-in returned (if applicable). Please reply in writing by [date/time]. I will keep all communication in writing. Thank you, [Your Name] [Your Phone Number]
In-Person Scripts
When They Ask About Monthly Payments
THEM: What monthly payment are you comfortable with?
YOU: I'm not focused on monthly payments. I want to negotiate the total out-the-door price first. What's your best price on this vehicle?
THEM: I just need to know so I can find the right vehicle for your budget. (PUSHBACK)
YOU: I've already identified the vehicle I want. Let's talk about the total price, and I'll handle the financing separately.
When They Pull Out the Four-Square
THEM: Let me show you how we can structure this deal... (Draws four boxes)
YOU: I appreciate that, but I prefer to keep things simple. Can we just focus on the out-the-door price for now? I'll handle financing and my trade-in separately.
When It's Time to Walk Away
YOU: It looks like we're too far apart on price. I appreciate your time, but I'm going to continue shopping around. Here's my contact information—please call me if you can get closer to my number.
Demanding a Pre-Purchase Inspection
THEM: We’ve already inspected it. The car is certified.
YOU: That's great, so it should pass my mechanic's inspection with flying colors. I'm not buying a used car without a third-party look. If I can't take it to [Shop Name], I'm not interested.
Exposing the Money Factor
THEM: The interest rate doesn't matter on a lease, you're just renting.
YOU: I understand how leases work. I need to know the Money Factor (that's the lease interest rate—multiply by 2400 to get APR) and the Residual Value (what the car will be worth at lease end) you are using to calculate this payment. Please show me those numbers.
Refusing Forced Arbitration
THEM: This form just says we agree to settle disputes privately. It's standard policy.
YOU: I’m not comfortable agreeing to mandatory arbitration. Is there an opt-out process or an alternative form? If not, I’m not willing to sign that section.
Refusing Mandatory Add-ons
THEM: The VIN etching and nitrogen are already on the car. We can't take them off.
YOU: I didn't order those. I'm paying the agreed price for the car, not for extra accessories. You can either remove the charge, or I'm walking away.
Declining the Extended Warranty
THEM: This coverage is only a few dollars a day. Can you really afford a $4,000 repair bill?
YOU: I understand, but I prefer to self-insure. If I decide I need coverage later, I will buy a manufacturer-backed plan online. I am declining all optional products today.
Yo-Yo / Spot Delivery Response
THEM: Hi, the bank came back and couldn't approve you at the original rate. We need you to come back and sign new paperwork with a higher payment. (RED FLAG: Spot Delivery Scam)
YOU: I’m not signing new terms. If you can’t honor the original deal, please send your unwind/rescission process in writing (refunds, trade-in, and paperwork). I will not negotiate new terms on the spot.
THEM: Well, you already have the car... we need to work something out. (PRESSURE TACTIC)
YOU: I’m willing to return the vehicle if we unwind the deal properly, but I will not sign new financing terms. Please put everything in writing.
Bait & Switch Response
THEM: That car was just sold this morning, but let me show you something similar. It's actually better! (BAIT & SWITCH WARNING)
YOU: I came specifically for that vehicle. Can you show me the sales records proving it was sold? I want to see when exactly it was sold.
THEM: We can't show you that information. But trust me, this one is even better for you. (DEFLECTION)
YOU: I confirmed this car was available when I called this morning. If you're not going to honor your advertised inventory, I'm going to leave and report this to the BBB and FTC. Thank you for your time.
Challenging a Low Trade-In Offer
THEM: We can give you $8,000 for your trade. That's the best we can do.
YOU: I have written offers from CarMax for $11,500 and Carvana for $10,800 for my car. Here are the printouts. If you can't get closer to those numbers, I'll sell it myself. (Always get outside quotes first)
THEM: Those online offers change when you get there. They'll find reasons to lower it.
YOU: Understood. These offers are in writing and valid through [date]. $11,500 is what I expect. Can you do better, or should I take my trade elsewhere?
Getting Your Keys Back
YOU: I need my keys back. I'm leaving. (Be direct)
THEM: Let me just check on that appraisal. My manager is still looking at your trade.
YOU: I appreciate that, but I've decided not to buy today. I need my keys back right now. (Stay calm but firm)
THEM: Just give us five more minutes... (STALLING)
YOU: I’m asking politely one more time. If my keys aren’t returned immediately, I’m calling the police non-emergency line. Where are my keys?
Asking About the Buy Rate
THEM: Great news! The bank approved you at 6.9%!
YOU: What is the buy rate from the bank? What's the difference between what the bank is charging you and what you're charging me? (The 'buy rate' is the actual interest rate the bank approved—dealers often add extra (called 'dealer reserve') and pocket the difference.)
THEM: The rate we give you is the rate we got approved. (DEFLECTION)
YOU: I understand dealer reserve exists. I have pre-approved financing at 5.5%. If you can beat that with your lender at the actual buy rate, I'm happy to finance here. Otherwise, I'll use my own financing.
Request the We Owe Form
YOU: Before I sign anything, I need to see the We Owe form—that's the document listing anything you've promised that isn't part of the main deal.
THEM: Oh, we don't use those. (Or: 'Everything's in the contract.')
YOU: Every dealership has a We Owe or Due Bill form. You mentioned [the second key/floor mats/fixing that scratch/etc.]. That needs to be in writing. If you can't document it, I'll assume it's not included.
THEM: I'll take care of it, you have my word. (VERBAL PROMISE - NOT ENFORCEABLE)
YOU: I appreciate that, but verbal promises aren't enforceable. I need it on paper with your signature, or it's not part of our deal. This is standard procedure. (Always review the We Owe form before signing. If it says 'Nothing Owed,' make sure that's actually correct. Never leave the lot without a copy.)
Negotiate Using Invoice and Holdback
YOU: I've done my research on this vehicle. I know the invoice price (what the dealer paid) is around [X], and I also know that manufacturers pay dealers a holdback (a secret 2-3% rebate) after each sale. That means your actual cost is lower than the invoice.
THEM: We barely make any money on these cars. (Or: 'Invoice is our cost.')
YOU: I understand you need to make money—I'm not asking you to lose money on this deal. But let's be realistic about the numbers. I'm offering [Y], which is [still above/at] your true cost after holdback. That's a fair profit for a straightforward sale.
THEM: We can't go that low. (PUSHBACK)
YOU: I get it. But I'm also getting quotes from other dealers in the area. If you can meet this price, I'm ready to do the paperwork today. If not, no hard feelings—I'll try somewhere else. (Research invoice prices on Edmunds or TrueCar before visiting. Holdback is a secret rebate the manufacturer pays dealers after the sale (typically 2-3% of MSRP). Use this knowledge as leverage, not as a demand—you want to seem informed, not combative.)