Originally Posted by dekindy

I was looking at a 2005 Serotta Fierte Steel with 2006 components all summer at my favorite LBS. I test rode it 3 times and the seat did not have to be adjusted after the first test ride so I assumed that I was the only one that had test ridden it. The LBS was having it's 10th annual Labor Day Sale where you are supposed to make an offer. I waited until the afternoon of the last day and went in to try and make a deal. They had told me that there was a lot of interest in the bike for the sale. When I took the bike up to negotiate, the guy asked me if I would pay 2,595, which was the marked price. I offered him 1,600 which was $400 less than the lowest price that I had seen on the Internet. He said he had to make money, so I asked him what his lowest price was, and shut up. He finally said $2,000. I looked disappointed and said nothing for awhile to see if I could get him to talk first. He was a pretty good negotiator too and would say nothing. I finally said I wanted to ride it some more. I knew that nobody else could buy since you had to bring the bike to the negotiating table and that could not be done since I had the bike. I rode it for as long as I could stand it and then acted like I was conferencing with my buddy. I finally went over and offered $1,800. They guy said he might be able to split the difference. He looked at his list and delayed answering for awhile and finally said I could have it for $1,900. I spec'd the components after I bought the bike and could not have built it for less than $2,500. I saw an 2005 all-Ultegra bike advertised on the Internet for $1,995. Was it really all-Ultegra? Maybe.

The bottom line is that they thought no less of me for trying to get the lowest price and treated me no differently because of the negotiation. Just keep it friendly. Remember, he who mentions a figure first loses. He who talks first loses. Make a reasonable low offer and shut up! Be ready to buy if they meet your figure. You don't like to be jerked around and neither do they.