Outsmart the Lot
Outsmart the Lot
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Psychological Tactic

Good Cop, Bad Cop

"Let me talk to my manager for you." It's a performance. They're on the same team.

How It Works

The Simple Version

Your friendly salesperson pretends to fight for you against the 'tough' manager. In reality, they're performing a rehearsed routine designed to make you grateful for whatever deal they 'manage to get' for you.

The Setup: Your salesperson is warm, helpful, and seems genuinely on your side. They tell you what a great customer you are and how they'll "go to bat" for you with their manager.

The Performance: They disappear to the manager's office (or the manager comes out). You might overhear raised voices or see animated gestures through glass windows. Your salesperson returns looking defeated: "I tried, but my manager won't budge below $X."

The Trap: Now you feel:

  • Grateful — Your salesperson "fought" for you
  • Guilty — If you push more, you're hurting your "ally"
  • Defeated — The "bad cop" manager seems immovable

The Truth: The salesperson and manager agreed on the price before they ever sat down with you. The "negotiation" you witnessed was theater. The final offer was planned from the start—they just made you feel like you earned it.

Remember: They both get paid when you buy. Your salesperson's "fighting" for you is like a WWE match—entertaining, but the outcome was decided backstage.

The Test

How to Defeat This Tactic

Have a Number, Not a Range

Research the car's fair price beforehand using Edmunds, TrueCar, and KBB. Walk in with a specific number—not a range. "I'll pay $28,500 out the door" is much stronger than "I'm thinking around $28-29K."

Don't Play the Game

When they go to "talk to the manager," don't sit there anxiously waiting. Pull out your phone. Check other inventory. Make it clear you're not emotionally invested in this particular negotiation. Better yet: give them your offer in writing and leave.

Power Moves to Remember

  • 1.Skip the performance: "I don't need you to fight for me. Here's my offer. If you can do it, great. If not, I'll try elsewhere."
  • 2.Meet the real decision-maker: "Can I speak directly with your manager? I'd rather negotiate with whoever makes the final call."
  • 3.Use email: Negotiate via email. It removes the theatrical element and creates a paper trail.
  • 4.Create real competition: Get quotes from 3+ dealers. Real competition beats fake negotiation theater every time.

Have Leverage Before You Negotiate

The best defense against psychological tactics is information. Know the car's full history before you sit down—any hidden damage gives you negotiating power they can't "good cop" away.

Check Vehicle History

What's Next?

The Turnover (T.O.)

When they bring in the closer

Battle Plans

Step-by-step buying guides

Negotiation Scripts

What to say to shut it down

Calculators

Verify their numbers