How to negotiate the price of a second-hand car

Know the market

Find at least five cars on AutoNinja with the same model, year, engine and mileage. See the range the prices fall in and which one is above average. A price above the market needs a strong reason, for example equipment or service history.

Arguments from the inspection

• Needed or expensive repairs: brakes, tyres, clutch, timing belt or chain.
• A periodic technical inspection (ITP) that expires soon.
• Small defects, paint and wear inside.
• No service history, or no second key.

How to run the conversation

• Inspection first, then price. Whoever names a price first loses ground.
• Name a concrete sum and the reason. For example: “The car needs new brake pads, so I'm offering that much less.”
• Listen. Sellers often tell you how far they can go.
• Stay calm and specific. Accusations make the seller shut down.

With a dealer

With a dealer, negotiate the total package: warranty, a second set of wheels or service included. An included extra is often worth more than a small discount.

If you can't agree

Walking away is fine. Leave a phone number and come back after a few days. If the car is really overpriced, the seller will contact you. Put the agreement in the contract and don't send an advance until you have seen the car.