Fey Ugokwe, of ADRPages.com interviews Mary Greenwood on The Art of the Deal in Turbulent Times

Fey Ugokwe, J.D., Founder/Editor-in-Chief of ADRPages.com had an e-chat with Mary Greenwood on the Art of the Deal in Turbulent Times

Fey Q: Now is the night of all financial dreams, it would seem—at least, reportedly, for a spell. Sales are sagging, inventories are standing still in stock, petrol prices are at a breath-binding zenith high, and consumer confidence is at an all-time free-spiralling low. There are some, however, who still have sufficient discretionary income to, post An Inconvenient Truth, purchase what could be aptly termed ‘contemporary conscience’ items--like energy-conscious hybrid vehicles and eco-friendly homes. You literally wrote the book on Negotiation--what are your tips and tricks for negotiating the best deal for such high ticket, high-minded purchases in this juxtaposed era of environmental urgency and erasing economy?

Mary's Answer: The buyer has a real advantage in these economic times, so be creative in asking for concessions and you will get an even better deal. If you are buying a hybrid vehicle, my advice would be the same as buying any vehicle:

1. Do your research before you go to the showroom--you should check local newspaper ads or a website so you know the prices. You should also know in advance the specials, rebates, or bonuses available from the dealer;

2. Always bring a friend to the dealership and give him/her a role in advance. It can feel as though the dealer and the finance people are ganging up against you so it is nice to have someone you trust with you. I brought my son and daughter-in-law, whose role was to say, "let's go home and think it over";

3. My strategy was [also] to have a certain dollar amount over which I would not go;

4. Always ask for one more thing--is there an accessory you want that would make the deal more attractive?;

5. Don't say ‘yes’ right away--even if they have given you a final offer, shave something off the price and ask them to take it back. You will probably get it because they don't want to lose a sale over something trivial;

6. Shop at the end of the month--usually the dealers want to get rid of inventory, and are even more willing to make a better deal.

The full interview can be seen at ADRPages.com