Chapter 65: The Art of the Deal

Saturday, July 15, 2006

Josh stepped into the dealership office with Kirk by his side, doing his best to project the image of a young and inexperienced buyer. This wasn’t just about getting a good deal—it was about the thrill of the game. Negotiation was like a chess match, and Josh enjoyed setting the board in his favor before making his move. He knew that if they underestimated him, they’d be more likely to slip up, giving him the leverage he needed to turn the deal on its head. He slouched slightly, glanced around as if overwhelmed by the process, and gave Tom—the salesman—a hesitant smile. If they thought he was an easy mark, they’d be less careful, and that’s exactly what he wanted.

Tom led them to his desk and gestured for them to sit. “Alright, Josh, so you liked the Phaeton? It’s a fantastic car—real luxury, real performance. A high-end sedan for someone with great taste.”

Josh nodded slowly. “Yeah, it seems nice. I like that it’s, y’know, fancy but not too flashy. Just hope it’s not gonna be too expensive, though.”

Tom’s grin widened slightly—he saw an opportunity. “Well, this is a premium vehicle, one of Volkswagen’s finest. Originally, this car was over ninety grand. But since it’s been here a while, we’ve already knocked it down to just under sixty thousand. That’s a steal for what you’re getting.”

Josh frowned, pretending to process the numbers, rubbing his chin. “Hmm, yeah, that’s a lot ... I dunno, I was kinda hoping for something cheaper, but I do really like it...”

Tom leaned forward. “Tell you what. I can talk to my manager, maybe get you a little more off, but we’re already losing money at this price.”

Josh forced a hesitant nod. “Yeah, okay, I mean, if you can bring it down a bit, I might be able to do it.” Inside, he could barely contain his amusement—he could already see the gears turning in Tom’s head, convinced he had an easy sale on his hands. It was almost too easy, but Josh knew better than to get cocky too soon. He had to let them think they were in control a little longer.

Tom grinned and stood up. “Let me see what I can do. I’ll be right back.”

As soon as he was gone, Josh smirked slightly and glanced at Kirk. “They think I don’t know what I’m doing.”

Kirk chuckled. “You’re playing it well.”

Josh leaned back in his chair, waiting. He knew how this game worked. Tom would come back with some tiny discount, expecting Josh to accept it, thinking he was desperate to get the car. But Josh was ready to flip the script.

Tom returned, a pleased look on his face. “Good news! My manager agreed to drop it to fifty-eight thousand. That’s two thousand off. I really don’t think we can do better than that.”

Josh scratched his head. “Fifty-eight is still a lot ... What about fees and taxes?”

Tom waved a hand. “That’ll add a little more, but it’s standard stuff.”

Josh shook his head. “Man, I dunno ... I don’t think I can do it. I mean, it’s a cool car, but it’s still a Volkswagen. I could get an Audi or a BMW for this kind of money, right?”

Tom stiffened slightly. “Well, sure, but the Phaeton is in a class of its own. It’s built to compete with the best. You won’t find these features in a BMW at this price.”

Josh leaned back, looking unconvinced. “Yeah, but that’s kinda the thing, right? It didn’t really sell well here, did it? That’s why it’s still on the lot. If it was as good as you say, wouldn’t someone else have bought it already?”

Tom hesitated, clearly not expecting that angle. “It’s an exclusive vehicle, not a mass-market car. It takes the right buyer.”

Josh smirked. “Exclusive, huh? Most people will just think it’s a Passat with fancy badges. That’s part of the problem, isn’t it? You’re trying to sell a ninety thousand Volkswagen in a country where people buy Jettas and Golfs. It doesn’t matter how good the car is if no one sees it for what it’s supposed to be.”

Josh let the silence hang for a moment before sighing. “Okay, here’s the deal. I really do like the car, but I’m not paying anything close to that price. It’s been sitting here for two years, and you need it gone. I’ll give you thirty thousand, out the door.”

Tom almost choked. “Thirty?! There’s no way—”

Josh cut him off, his casual demeanor dropping. “Tom, let’s be real here. You guys are desperate to get this car off your hands. The depreciation has already killed your margins, and the longer it sits here, the worse it gets. If you pass on this, you’ll be sitting on it for another year, waiting for a sucker to come along. I’m offering you a clean sale right now. No financing, no hassle. Cash deal. You just have to say yes.”

Tom opened his mouth to argue but then shut it again. He glanced toward his manager’s office. “I ... I need to check with my boss.”

Josh smirked. “You do that.”

Kirk let out a low chuckle, shaking his head in amusement. “Damn, Josh, you’re cold. I almost feel bad for the guy. Almost.”

Josh shrugged. “They tried to play me. Now I’m playing them.”

After ten tense minutes, Tom returned, looking slightly defeated. “Alright, my manager is willing to go down to thirty-two. That’s the lowest we’ve ever dropped this car.”

Josh stood up. “Then let’s do it. But before we finalize everything, I want the windows tinted, the car fully detailed, and a paint correction done. It’s been sitting on this lot for years, and I want it looking as good as new before I take delivery.”

Tom blinked, clearly not expecting additional requests after the aggressive negotiation. His lips pressed into a thin line, and for a brief moment, he looked like he wanted to argue. “Uh, I think we can arrange that, but I’ll have to confirm with my manager,” he finally said, his voice carrying a slight edge of reluctance.

Josh pulled out his phone and dialed Colleen. “No need. I’ll have my lawyer handle the details.”

As the call connected, Josh turned slightly away from Tom. “Hey, Colleen, it’s Josh. I just finalized the deal on a Phaeton. Thirty-two out the door. I gave them your contact info, so they’ll be reaching out to wrap up the paperwork. Also, I want the windows tinted, a full detail, and paint correction done before I take delivery. Can you make sure that gets included?”

Colleen responded with a confident tone. “Got it. I’ll handle everything and make sure they don’t try to slip in any extra fees. Anything else?”

Josh thought for a moment before shaking his head. “Nah, that should do it. Thanks, Colleen.”

He turned back to Tom as he ended the call. “Colleen is my attorney, and she’ll finalize the paperwork with you. She’ll make sure everything is squared away so there are no surprises.”

Tom nodded hesitantly as Josh handed him Colleen’s business card. “Alright, I’ll be in touch with her.”

Josh looked over at Kirk, who was watching the entire exchange with amusement. “That should take care of everything.”

Kirk smirked, shaking his head as they walked toward his SUV. “I’ve gotta say, that was impressive. You really knew how to turn the tables on them.”

Josh let out a small breath, feeling the adrenaline of the negotiation finally wear off. He didn’t just enjoy winning the deal—he enjoyed proving he couldn’t be underestimated. He had played his part well, but now his mind was already shifting to the next steps. How long would the detailing take? Would Colleen run into any snags finalizing the paperwork? As much as he liked savoring the moment, he knew there was always another move to plan.

Josh shrugged. “They thought they were going to take advantage of me. I just made sure it worked the other way around.”

With that, they hopped into Kirk’s SUV and headed out, leaving the dealership behind.

Josh and Kirk pulled out of the dealership lot, the hum of the SUV’s engine filling the comfortable silence between them. The evening sun cast a golden hue over the city streets as they navigated through traffic. Josh, still reveling in the excitement of his new car purchase, turned to Kirk with a grin.

“You got time for dinner before you head back home?” he asked casually.

Kirk glanced over, considering the offer for only a moment before nodding. “Yeah, that sounds good. You know a good BBQ place?”

Josh smirked, already knowing exactly what Kirk was looking for. “I know just the spot. You’re gonna love this place.”

He directed Kirk toward QL’s BBQ, a hidden gem that only locals truly appreciated. From the outside, it barely looked like a restaurant. The small house-like building had a modest banner hanging out front, the only real indication that slow-smoked perfection was being crafted inside. There was no dining room, no fancy seating—just a simple walk-up window, a drive-through option, and a few wooden benches scattered across the yard. The place had been family-owned for over sixty years, each generation passing down the secrets of their unique smoking techniques and legendary recipes.

When they arrived, the scent of smoked meat hung heavy in the air, wrapping around them like a warm embrace. Kirk took a deep breath, letting out an approving hum. “Yeah, this is exactly what I was hoping for.”

They stepped up to the window, scanning the menu. Josh decided tonight was a worthy cheat day and ordered a three-meat plate with two sides and a can of soda. Kirk went for a simple brisket plate with two sides, keeping things classic.

With their food in hand, they carried their trays to one of the benches in the grass, the worn wooden surface adding to the rustic charm of the place. Settling in, they dug into their meals, the rich flavors instantly justifying the detour.