Negotiation script

Price + defects → justified offer and bargaining phrases

Inputs

Listing price, $

Seller

Found defects

worn tires (−$300–500)brakes need replacement (−$200–400)scratches/dents (−$300–800)no service history (−5%)AC not working (−$400–800)timing belt overdue (−$500–1000)

Justified offer$13,400

bargaining target$14,000

Phrases

"The car works for me, but [defect] costs ~$X. I can take it today for $Y."
"I've seen similar listed at $Z. Yours is higher plus [defect]."
"At $Y I'll sign today, no hassle."
"Think it over — I'm around until [date], then I'm taking another option."

Rules: inspect first, talk price second. Name a concrete figure with justification, not «cheaper?». Dealer room is smaller (3–7%), private — 5–15%. Willingness to walk away is the strongest argument.