Leasing a Car

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今天人生中第一次以lease的形式去拥有一辆车，来学习一下价格是如何计算的：

算monthly payments的价钱包括了：
汽车售价【问invoice price，关注市场行情】+
acquisition fee（lease特有的费用）【难以触动】+
文件费【不太可能直接减，可请dealer减汽车售价或装内饰】+
GAP（cover车被total后费用）【optional】-
Capitalized cost reduction（down payment里）-
residual value（越高越好）【难以触动】+
rent charge（concerning money factor）【与信用相关】

能问的减少费用还可能包括：rebates、advertised specials、factory-to-dealer incentives、减少里程数

Finally, never reveal your attraction to a vehicle (“I just love that car”) during negotiations.

The most valuable tool in negotiating a car lease or purchase is … your ability to get up and walk out the door of the dealership if you don’t like the deal being offered to you. If the dealer has a better deal that he hasn’t offered yet, he’ll come running after you. If not, you know with some certainty that the last offer was his best deal. This is a very POWERFUL and incredibly EFFECTIVE negotiating tool. If you don’t use it, you are cheating yourself.

自从大学从DC财政部卸任，现在这个阶段，我的人生中蛮少机会接触到negotiation这回事。突然觉得还蛮有趣的，首先要自己做好功课变得informational & reasonable，才会说出对自己有利的点，又知道市场上大家一般都是怎么做的。再次是与别人的谈判中，一定要有自己的立场，更少地去兼顾“人情”去谈判，而应该想着自己的目标和利益去谈判，这样才能达到目标。尤其是要摈弃那种好人心态，要知道对方跟你的立场本身就是对立的，要学会拒绝。

看来，比较能negotiate的就是汽车本身的售价，以后要租的时候应该采取一波三折模式，quote多家dealer价格，去看车的时候要表示出50%的热情让别人觉得你是很大的潜在客户但是又很容易被流失，这样容易给你折扣。所以最好不要踩着deadline去买车，在一个车价低迷的月末，做好充足的功课，开启中线准备去跟dealer磨吧。另外edmunds真的是能给出比较准确的行情呢！

Refereces:

• 能减少/不能减少的费用
• prepare for the negotiation
• Edmunds