The 4 Square
How Car Dealers Negotiate
Customer:
Address:
City:
Zip:
State:
 
Year          Make           Model                    Vehicle Identification Number
2008           Chev              Malibu
Selling Price                                            Trade Allowance
Down Payment                                        Monthly Payment
$21,605         Dealer's First Pencil                                    None
$18,300         Your 1st Counter Offer
$21,200         Dealer's Second Pencil                Intentionally Left Blank!
$18,500         Your 2nd Counter Offer
$19,500         Dealer's 3rd Offer
$18,800         Final Offer!
$4,500           Cash Down                                           $ 450 -- $ 500
$1,000           Cash Down                                           $ 310 -- $ 340
$4,000           Cash Down                                           $ 410 -- $ 420
$1,200           Cash Down             Final Offer!            $ 320 -- $ 340
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