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Dealers will never offer what a car is supopsedly worth at the first hit. They will always 'try it on'. "What do you think your car is worth sir?"
I have nearly always had to walk out to get them to recalculate. I just politely tell them that they have broken my budget so I will see them in a years time. They then ask what my budget is and I always have a figure on a post-it note tucked in my pocket which I have previously calculated. So far they have always managed to oblige.
I usually work on the RRP - £1K plus the figure shown on the Parkers website. If you can get that figure then I think you have done well.
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