When it comes to bargaining for a new car, are women negotiating harder bargains than men?
According to a recent report from NPR Morning Edition’s Sonari Glinton, women not only negotiate harder bargains than men when it comes to vehicle purchases, but also they do more extensive preparatory work (See: Negotiating for What You Really Want– how to bargain for what you (and maybe even your counterpart) want at the bargaining table). Conventional wisdom has always placed the automobile in the realm of the masculine, but the emergence of the prepared and educated female customer has changed the way car dealers sell cars and the way car manufacturers market and design them.
Women who negotiate good deals on automobiles approach negotiations with an objective orientation and ask different and more probing questions about their intended purchase.
While aesthetics and mechanical performance were among the top concerns for male customers, female customers placed premiums on price and reliability. Moreover, the expectation that a female car buyer may be less knowledgeable than her male counterpart when making a vehicle purchase allows female customers the advantage of surprise, because their preparation quickly overcomes gender expectations.
The Value of Negotiation Preparation
The value in preparation and limiting expectations combined with an objective outlook can pay big dividends in future negotiations, whether it is for a car, a home or your salary.
Do you have any tips for bargaining for a new car? Share your stories in the comments.
Related Business Negotiations Article: So You Want to Buy a Car?
What negotiators need to know before embarking on a new car negotiation. What behind-the-table concerns do negotiators have and how can they leverage these for value creation and claiming during the negotiating process?
Originally published February 2012.