Negotiating the price

Buying a car should be fun, but most of us feel nervous when it comes to closing a deal. There’s lots you can do though to ensure you make the best decision and our tips on negotiating will help you enjoy buying a car. You’re in a strong position: keep in mind that the seller wants to sell.

Do your homework

Once you’ve narrowed down your options find out as much as you possibly can about the make and model you’re keen on. There’s plenty of information available such as road test reports, reader reviews and if you can talk to an owner of the same make and model that’s even better. It’s also a good idea to speak to mechanics or motoring organisations - some cars are more prone to breaking down than others and nobody wants to be stranded on the roadside.

You also need to get a good idea of what price you should be paying, particularly if you’re going for a second-hand model. The first step is to find out a car’s book value, but remember this is just a guide as price depends to a large degree on mileage and history. It’s a good starting point though. Scanning the classifieds can help give you a more accurate idea of what you should be paying.

How to negotiate

Once you’re clear about what you want to pay for a car, it’s time to start the negotiations:

Be positive, keep your budget in mind and remember that even dealers allow for, and expect, bargaining, so don’t be embarrassed to negotiate.
If you’re financing your purchase, then sort this out before you go shopping. If you can make a decision straight away it really helps your bargaining power.
Know your prices and also know what price you can get at other garages.
Pitch your opening bid well below where you hope to settle.
Don’t accept the first offer.
Resist filling any uncomfortable silences after you’ve made an offer - let the seller make the next move.
If there’s no room for manoeuvre on price and your negotiation is with a dealer then ask for other items to be thrown into the deal such as an upgrade to the car stereo, a free servicing package, or even a full tank of fuel, car mats or road tax.
And, always remember, there will be another car out there, so try not to set your heart on a particular one - you can only negotiate well if you’re prepared to walk away, and that means keeping the emotion out of the transaction.

Once you’ve settled on a price and you’re happy with it, make sure you "close the deal" - pay a deposit and ask the seller to put in writing what has been agreed. Agree a time when you will come back with the balance of money.

Paperwork

If you’re buying privately then you need to be extra vigilant about making sure all paperwork is authentic, the last thing you want is to become the victim of a scam.

Here’s a list of things you need to check before you buy:

V5 registration document: check the seller is the registered keeper of the vehicle as shown on the V5 document, check the registration document has a watermark and also check the VIN, engine number and colour match what’s on the V5.
Check the service history.
Make sure the cam belt has been replaced at the recommended intervals, if it hasn’t, or there’s no record of this, you’ll need to replace it.
Check current and previous MOT certificates and check the mileage goes steadily up.
Make sure the seller has a certificate of insurance (this is a good way of checking the seller’s ID as well).
Check there’s a driver’s instruction book.
Check the registration plates - Q plates are best avoided - it means the age or identity of the car may be unknown, or the car could be made from parts. Some insurers will not cover cars with Q plates.

The purchase will normally be in two stages: initially you will pay a deposit and you should be given the details of the proposed sale agreement in writing (ask for this if the seller doesn’t offer), you will then need to arrange the balance of payment. Once you’ve purchased the car, make sure you have the V5 log book and a written agreement showing the details of the sale.

Have I got everything I need?

There’s nothing worse than turning up at a service station to fill up your new car and realising you don’t know how to open the petrol cap! Similarly, you can save time and embarrassment if you know in advance how to pop the bonnet and where the key for the locking wheel nuts is stored.

So, before you drive off in your new car make sure you have a good look through the driver’s instruction manual and ask the seller to show you around the car. Remember to ask for the spare key and the code to reset the stereo, and make sure you check the location of the spare tyre, and that it has the legal tread and is adequately inflated. Also check that the car jack and wheel brace are present and serviceable - remember punctures always happen at the most inconvenient of times. Ask about anything that isn’t clear, even if it’s as simple as how to work the safety locks.