Print: Negotiation Scripts
Print or save these scripts before you negotiate.
Print: Negotiation Scripts
Printable negotiation scripts.
Numbers to compare
Financing: APR, amount financed, term, finance charge, and total of payments. Lease: gross and adjusted capitalized cost, residual value, rent charge, total of payments, amount due at signing, mileage and wear rules, early termination method, end charges, and purchase option.
Email Templates
Initial Written Quote Request
Send the same request to several dealerships
Subject: Written Quote Request - [Year] [Make] [Model] [Trim] Hello, I am comparing written out-the-door quotes for a [Year] [Make] [Model] [Trim]. Please quote the exact VIN and stock number, including the listed equipment and options. Please itemize: - Vehicle selling price - Dealer-installed accessories or add-ons - Documentation and other dealer fees - Taxes shown on the quote - Title, registration, and other government fees - Total out-the-door price Do not include optional products I did not request. If you want me to consider dealer financing, please also provide the offered APR, amount financed, term, finance charge, and total of payments. I will compare it with my written preapproval using the same amount financed and term. Please send the dated, itemized quote by [date]. I will verify the VIN, terms, and incentive eligibility before visiting. Thank you, [Your Name] [Your Phone Number]
Counteroffer on an Exact-VIN Quote
Use only when the vehicles and written terms match
Subject: Re: Written Quote - [Year] [Make] [Model] [VIN] Hi [Salesperson Name], Thank you for the dated, itemized out-the-door quote of $[their total] for VIN [VIN]. I have another written quote of $[comparison total] for the same year, make, model, trim, equipment, and incentive eligibility. Its VIN is [comparison VIN]. Can you match or beat that out-the-door total without adding products or changing the financing assumptions? If so, please send a revised itemized quote showing the exact VIN and every charge. I will compare the written terms before deciding. Thank you, [Your Name]
Final Written Confirmation
Verify every term before you travel or sign
Subject: Confirming Written Terms - [Date/Time] Hi [Salesperson Name], Before I arrive, please confirm these terms in writing: Vehicle: [Year] [Make] [Model] [Trim] Exact VIN: [VIN] Stock number: [Stock number] Itemized out-the-door total: $[amount] - Vehicle price: $[amount] - Dealer add-ons: $[amount] - Dealer/doc fees: $[amount] - Tax shown on the quote: $[amount] - Title/registration/government fees: $[amount] Optional products I decline: [list] Promises still owed by the dealer: [list and identify where each appears in the purchase agreement, Buyers Guide, or dealer due-bill/We Owe form if used] If financing is included, please confirm the APR, amount financed, term, finance charge, and total of payments. I will compare those disclosures with the final paperwork before signing. Please confirm that none of these terms will change when I arrive. Thank you, [Your Name]
Conditional-Delivery Follow-Up
When the dealership asks you to sign changed terms after delivery
Subject: Financing Status and Requested Changes - Please Respond in Writing Hello [Dealership Name] Management, On [date], you asked me to return regarding the [Year] [Make] [Model], VIN [VIN]. Before I respond, please provide in writing: 1) Whether financing was final when I took delivery 2) The name of the creditor, if one accepted the contract 3) The contract provision or other basis you say permits a change 4) Every proposed term: APR, amount financed, term, finance charge, total of payments, payment, fees, and products 5) Whether you are asking to cancel the transaction and return the vehicle, and your proposed process for the vehicle, down payment, trade-in, and documents I am not accepting changed terms by phone. I will compare your response with my signed documents. My requested outcome is [honor the signed terms / cancel the transaction and arrange a documented return]. The contract and state law control the available outcome, so I may seek state-specific advice before acting. Please keep further communication in writing. Thank you, [Your Name] [Your Phone Number]
In-Person Scripts
Keep Your Written Offer Through a Manager Handoff
THEM: I'm the manager. Help me understand what it will take to earn your business today.
YOU: My offer and conditions have not changed. Here they are in writing. If you can accept them, show me the complete itemized quote.
YOU: Thank you. I'm not restarting the negotiation. My written offer stands; send me the itemized out-the-door quote if the dealership accepts it.
End an Open-Ended Wait
THEM: The manager is working on it. Give us a little more time.
YOU: My hard stop is now. Call or text me when the written itemized quote is ready, and I will review it later.
Read the Deposit Terms Before Paying
THEM: Put down $500 so nobody else buys it. It's refundable.
YOU: Show me the deposit agreement first. I need the amount, VIN, hold period, cancellation conditions, refundability, and refund deadline in writing.
YOU: I do not pay a deposit based on a verbal promise. Put the amount, conditions, refundability, and refund deadline in writing, and I'll decide after I read it.
Redirect a Monthly-Payment Pitch
THEM: What monthly payment are you comfortable with?
YOU: Let's first agree on the itemized out-the-door price. Then show me the APR, amount financed, term, finance charge, and total of payments so I can compare the full financing cost.
THEM: I only need a target payment to structure the deal. (REDIRECT)
YOU: A payment changes with the term and amount financed. Please keep the vehicle price, trade, and financing numbers separate.
Separate the Four-Square Numbers
THEM: Let me show you how we can structure this deal. (Four-square worksheet)
YOU: Please give me a written, itemized out-the-door price first. We can review my trade and financing separately after that number is fixed.
Walk Away Before Signing
YOU: These terms do not work for me. I have not signed or made another binding commitment, so I am leaving and will continue comparing written offers.
Request an Independent Used-Car Inspection
THEM: We already inspected it. The car is certified.
YOU: Please show me who certified it, the inspection report, the Buyers Guide, and the written warranty. I still want an independent mechanic of my choice to inspect it before I buy.
THEM: We do not allow cars to leave for inspections. (PAUSE)
YOU: Then I will not sign today. If we cannot arrange a reasonable independent inspection, I will choose another vehicle.
Request the Full Lease Disclosures
THEM: The monthly payment is the important part of this lease.
YOU: Please show me the gross capitalized cost, capitalized cost reduction, adjusted capitalized cost, residual value, money factor or rent charge, amount due at signing, monthly payment, and total of payments.
YOU: I also need the mileage and wear rules, early termination method, end-of-lease charges, and purchase option. I will compare those lease terms directly rather than calling the money factor an APR.
Review an Arbitration Clause Before Signing
THEM: This dispute form is standard. Sign here.
YOU: Please give me the full arbitration clause and any written opt-out process and deadline. Is the transaction offered without this clause?
THEM: We cannot change the paperwork. (DECISION POINT)
YOU: Then I will pause before signing. I may decline the transaction or get state-specific advice after I read the clause.
Decline Unwanted Add-Ons
THEM: These products are already installed, so the package stays on the deal.
YOU: I did not agree to those products. Please show each product and price separately and give me the out-the-door total without the charges.
THEM: The lender requires the package. (VERIFY)
YOU: Please identify the lender and provide that requirement in writing. I will not sign while an unwanted product remains in the contract.
Decline or Compare Optional Coverage
THEM: This coverage is only a few dollars per payment. Can you afford a major repair?
YOU: I decline optional products today.
YOU: If I consider coverage later, I will compare the total price, provider or administrator, overlap with existing coverage, exclusions, deductible, cancellation terms, and claims process in the written contract.
Respond to Changed Terms After Delivery
THEM: The original financing was not approved. Sign this new contract with a higher payment.
YOU: I am not accepting changed terms on the spot. Was financing final, who is the creditor, and what signed contract language are you relying on? Please give me every requested change in writing.
THEM: You already have the car, so you need to decide now. (PAUSE)
YOU: I will compare this with my signed documents. If you are proposing cancellation and return, put the full process in writing. The contract and state law control what happens next.
Respond to an Inventory or Ad Mismatch
THEM: That advertised vehicle is unavailable, but this other one is better.
YOU: I saved the ad and your written availability confirmation for VIN [VIN]. When did its status change?
THEM: Let us work up numbers on this alternative. (COMPARE FIRST)
YOU: An unavailable vehicle alone does not prove deception. If this alternative works for me, send the same advertised terms in a dated, itemized written quote for its exact VIN. Otherwise I will leave and keep the evidence for the FTC or my state consumer-protection office.
Use an Outside Trade Offer
THEM: We can offer $[dealer offer] for your trade.
YOU: I have a written outside offer for $[outside offer], valid through [date], based on the vehicle details shown here. Can you improve your offer?
THEM: That buyer may change its number after inspection.
YOU: I will verify the outside offer on its terms. Keep the trade value separate from the new vehicle's itemized out-the-door price and financing.
Get Your Keys Back
YOU: I need my keys back now. I am leaving. (CALM AND DIRECT)
THEM: My manager is still reviewing the appraisal.
YOU: Please stop the appraisal and have a manager return my keys immediately.
THEM: Give us five more minutes. (ESCALATE CALMLY)
YOU: I do not consent to you keeping my keys. I am documenting this request and will contact locally appropriate help if this property issue is not resolved.
Compare Dealer Financing
THEM: You are approved at [APR] with a payment of [payment].
YOU: Please show me the written APR, amount financed, term, finance charge, and total of payments before I decide.
THEM: The payment is already within your target. (COMPARE LIKE FOR LIKE)
YOU: I have a written preapproval. I will compare offers using the same loan amount and term, then choose based on the complete written disclosures.
Put Every Dealer Promise in Writing
YOU: Before I sign, put [second key / repair / accessory / other promise] in the purchase agreement, Buyers Guide where applicable, or the dealer due-bill or We Owe form if you use one.
THEM: You have my word; the paperwork is not necessary.
YOU: Spoken promises are harder to enforce. I need the exact promise, deadline, responsible party, and any cost written into the deal, and I need a copy.
THEM: We do not use a We Owe form. (DOCUMENT ANOTHER WAY)
YOU: Then add the promise to a signed purchase document before I sign. If it is not documented, I will not rely on it when deciding.
Compare Exact-VIN Written Quotes
YOU: I am comparing dated, itemized written quotes for the exact VIN, equipment, fees, add-ons, and incentive eligibility.
THEM: Our invoice or internal cost should show you this is already a strong deal.
YOU: I do not need your internal cost. Please compete on the exact VIN's written out-the-door total and do not change the financing assumptions.
THEM: This price is only available if you buy today. (KEEP THE BOUNDARY)
YOU: Send the complete dated quote. I will verify it against the other written offers before making a binding commitment.