I’ll never forget the angriest I ever was with my father: the day he taught me how to buy a car.
The day couldn’t have started out any more perfectly: It was Saturday in early May, gorgeous and sunny, and I was so happy my feet barely touched the ground. I was 17, and Dad had surprised me that morning by waking me up to tell me that instead of waiting until August, right before I went off to college, we were going to go buy me a car right then, so I could have fun with it all summer (i.e., practice where he could supervise).
After I tugged on his hair a bit, to make sure he wasn’t an imposter wearing a Dad mask, I was up and dressed and out in 5 five minutes flat, despite the ungodly hour. I had worked at a Capitol Hill internship all senior year and saved half of my income, which were the ground rules. If I did all that, he’d pitch in the rest. I had arrived. I could picture nothing but me zipping off from my high school graduation, free as bird, in my own wheels.
First, we drove farther than I could believe. There were car dealerships everywhere in Washington, D.C., and nearby suburban Maryland. Why were we going to Virginia to purchase a car? In Virginia, tax was 4% instead of the 5% in Maryland and the 8% in Washington, D.C. Lesson Number 1. I was good with that.
Lesson Number 2: Dad wanted me to get a Japanese car for better gas mileage and longevity. I was good with that, too.
We get to the first dealership. I don’t like anything. I saw some boat of a grandpa looking car and was terrified my father would like that one. Nope. He agreed, nothing there worth buying.
We get to the second dealership, nothing in our price range. We drive a million more miles, I’m beginning to have my doubts. Then we get to the third dealership. We both see it at the same time and we both like it: A 1980 Toyota Corrolla (the year was 1983). It’s a cute hatchback, brick colored. Dad said it was within the budget, too. I was thrilled, explaining to the encouraging car salesman how many of my friends could fit in it to go to the beach.
And then….And then, my father, my own flesh and blood, did something that left my jaw hanging open, and when I shut it I refused to speak to him. In such a two-faced way, he approached the dealer, did nothing but complain about the car, and made a lowball offer. The car salesman said no, and my father turned around and walked away. No back and forth, no give and take. And he had the nerve to wink at me on the way out.
He was sitting in the car when I finally stormed over. He motioned for me to get in. As he drove off the lot, he was staring in the rearview mirror, smiling. I turned around to see the car salesman standing in the doorway looking after us.
“The number one rule to a good negotiation is to take your emotions out of it. One look at the car and you were already wagging like a happy puppy. And you let the dealer know it. That’s a losing position. It’s just a car. There are a million others. That’s the only way to approach a deal no matter how you feel.”
We drove to three other dealerships in silence, came home empty handed that evening, and I was heartbroken. My father said we’d try other dealerships the following weekend, there were always more cars, we’d find one. It fell on deaf ears. But, it was the best negotiation lesson I ever learned, even if I didn’t really speak to him for a solid week. It was one week later that the car dealer called and accepted my father’s lowball offer.
By the way: Even then he wouldn’t drive straight over and grab that car. No, we had to go to two more dealers to make sure there wasn’t a better deal around. He never shook my attachment, and I spent the entire morning before we arrived back at the Toyota dealership terrified someone would buy it out from under us. But of course I got the idea and I never forgot it. Now, I’m in the one in my family who winks behind the car salesman’s back on the way out.
So, if you tell your kids that story, add that in 1983 the economy was a heck of a lot stronger than it is now. There were was a much better chance that someone else would buy that car out from under me. Now is a great time to play what I call Dad Hardball in a used car negotiation.

1. Always get a used car checked out thoroughly by an independent mechanic before you agree to anything. Do not sign anything, or hand over any money before you do this. Do not drive it nearby to a mechanic the car dealer or individual recommends (if you buy a car from an ad in the paper, or on eBay).
It sounds like a hassle, but absolutely necessary for a trustworthy assessment. If the seller is hesitant to let you do this, there’s something wrong with the car.
2. Never buy a car that’s been in a front end accident. Most cars are never the same afterward, even if they are repaired by the best mechanics. You could be buying a lot of expensive headaches. The exception to this is if you’re spending a couple of hundred dollars and want a jalopy to last a few weeks, maybe a summer, and it won’t be driven any long distances. But for teaching kids about investing wisely in a safe, lasting car, pass up any front end accident cars.
3. If you’re buying a new car, consider last year’s model, and a corporate demo car at that. A corporate demo car is a new car that has been driven a few hundred miles by car manufacturer executives. They cost less than new cars, but have new car warranties. You can explain to your teen, or college student, about depreciation here, with an example that really hits home. Tell them the moment they’d drive a new car—non corporate demo—off the lot, it would go down in value immediately to be worth the amount of the demo car.
4. If possible, pay cash for a car. Try to avoid car loans. But if you must take out a loan, use the opportunity to teach your kid lessons about paying off loans in a timely way, and if possible, to pay them of quicker than the life of the loan. Show them that the faster you pay, the less money you spend in the long run. Use the Amortizing Loans Calculator here to do the match with your kids. This is a good lesson for when they own mortgages and should be building equity in their homes.
You can also find more information in the Saving for a Car section of the GiveMe20.com website.
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