{"version":"1.1.0","producer":"fm.getcarcurious","layer":"official","episode":{"title":"Salesman OFFERED to Commit FRAUD to Get Me a Better Deal!","url":"http://getcarcurious.com/episodes/salesman-offered-to-commit-fraud-to-get-me-a-better-deal","audioUrl":"https://anchor.fm/s/10c747f18/podcast/play/122637859/https%3A%2F%2Fd3ctxlq1ktw2nl.cloudfront.net%2Fstaging%2F2026-6-10%2F427694785-44100-2-2d6418debb1ab.mp3","description":"In this video I negotiate an Acura Integra and a Land Rover to prove that being nice to car salespeople gets you a better deal than being aggressive, and the results speak for themselves.One salesman recognized me and folded instantly, and the Land Rover dealer held firm until patience and competition got my client $6,000 off.\n"},"annotations":[{"id":481704,"startTime":27.8,"endTime":41.5,"type":"term","title":"inventory","url":"/glossary/inventory","quote":"Today, I want to negotiate on a car that, frankly, there's a lot of inventory on. I'm going to negotiate on an Acura Integra. Now, if you look at the Acura world, people are saying these cars are going over MSRP.","canonicalId":"term:inventory","priority":0.35,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"Dealer inventory is the number of cars a dealership currently has on-site (or in its immediate pipeline) that it can sell. In negotiations, more inventory often gives buyers more leverage because the dealer has more units to move.","simplifiedExplanation":"Inventory just means how many cars the dealership has available to sell. If they have a lot of them sitting around, they may be more willing to discount to make sales.","sourceStartTime":27.8,"sourceEndTime":41.5}},{"id":481705,"startTime":32.26,"endTime":34.46,"type":"car","title":"Acura Integra","url":"/cars/acura/integra","image":"https://upload.wikimedia.org/wikipedia/commons/4/42/%2723_Acura_Integra_A-spec.jpg","quote":"Today, I want to negotiate on a car that, frankly, there's a lot of inventory on. I'm going to negotiate on an Acura Integra. Now, if you look at the Acura world, people are saying these cars are going over MSRP.","canonicalId":"car:acura:integra","priority":0.85,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Acura Integra is a compact, front-wheel-drive hatchback/sedan-style performance-oriented model from Acura. In enthusiast circles it’s known for being a “driver’s” small car and for often being discussed in the context of pricing and availability when demand is high.","simplifiedExplanation":"The Acura Integra is a small Acura car that’s meant to feel fun to drive. In this segment, they’re talking about negotiating its price because there’s a lot of them available.","imageAttribution":"DestinationFearFan (CC BY-SA 4.0)","sourceStartTime":32.26,"sourceEndTime":34.46}},{"id":481706,"startTime":44.7,"endTime":56.46,"type":"topic","title":"negotiations","url":"/glossary/negotiations","quote":"If I want to negotiate on something different, I want to know before the video starts, what do you guys think? Do you think we're going to get a big discount or are dealerships going to play games? Because that's what dealerships do. Let me know down below and let's get into the negotiations. Okay, let's call.","canonicalId":"topic:negotiations","priority":0.6,"confidence":0.88,"source":"gpt-5.4-nano","data":{"explanation":"The hosts are setting up a negotiation segment focused on whether the dealer will offer a large discount or use tactics to protect their profit. The discussion frames the negotiation as a contest between buyer leverage (like inventory) and dealership behavior.","simplifiedExplanation":"This part is about negotiating the car price—trying to see if the dealer will give a real discount or try to play games. They’re basically asking viewers what they think will happen.","sourceStartTime":44.7,"sourceEndTime":56.46}},{"id":481707,"startTime":210.8,"endTime":212.2,"type":"term","title":"rebates","url":"/glossary/rebates","quote":"A couple of things, because there's some rebates\n[212.2s] that they have available.","canonicalId":"term:rebates","priority":0.35,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"Rebates are manufacturer or dealer incentive payments that reduce the effective price of a new car. They’re often tied to eligibility rules like financing method, model/trim, or sometimes the customer’s trade-in situation.","simplifiedExplanation":"Rebates are discounts the manufacturer (or dealer) gives you after you buy. They can lower the total cost, but they usually come with conditions you have to meet.","sourceStartTime":210.8,"sourceEndTime":212.2}},{"id":481708,"startTime":214.5,"endTime":215.4,"type":"term","title":"trade it","url":"/glossary/trade-it","quote":"What do you currently drive?\n[214.5s] You don't have to trade it,\n[215.4s] but they didn't see the copy of the registration.","canonicalId":"term:trade-it","priority":0.3,"confidence":0.55,"source":"gpt-5.4-nano","data":{"explanation":"A trade-in is when you give your current vehicle to the dealer as part of the deal toward a new purchase. Dealers use trade-in details—like age, condition, and paperwork—to calculate the offer and to determine which incentives you can qualify for.","simplifiedExplanation":"A trade-in is when you turn in your current car to the dealer to help pay for the next one. The dealer looks at your car and its paperwork to decide what they’ll offer and what deals you can get.","sourceStartTime":214.5,"sourceEndTime":215.4}},{"id":481709,"startTime":215.4,"endTime":217.7,"type":"term","title":"registration","url":"/glossary/registration","quote":"[215.4s] but they didn't see the copy of the registration.\n[217.7s] Yeah, yeah, of course.","canonicalId":"term:registration","priority":0.2,"confidence":0.7,"source":"gpt-5.4-nano","data":{"explanation":"Vehicle registration is the official document showing the car is legally registered to an owner. In sales, dealers may need a copy to verify ownership and eligibility for trade-in or incentive programs.","sourceStartTime":215.4,"sourceEndTime":217.7}},{"id":481710,"startTime":219.26000000000002,"endTime":223.5,"type":"car","title":"2006 Honda Accord","url":"/cars/honda/accord","image":"https://upload.wikimedia.org/wikipedia/commons/e/e4/1981_Honda_Accord_%2829891730173%29.jpg","quote":"So we have a 2006 Honda Accord.\n[224.0s] It's a Buick.","canonicalId":"car:honda:accord","priority":0.45,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Honda Accord is a long-running midsize sedan from Honda, known for being practical and easy to live with. In this segment, the speaker specifies a 2006 Honda Accord as the current car in the family, which matters because dealers often use the trade-in vehicle’s age and paperwork to determine eligibility for incentives.","simplifiedExplanation":"A Honda Accord is a common everyday car from Honda. Here, they’re talking about a 2006 Accord they currently drive, and the dealer is using that information to figure out what kind of deal or incentives you can get.","imageAttribution":"Riley from Christchurch, New Zealand (CC BY 2.0)","imageLicense":"CC BY 2.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:1981_Honda_Accord_(29891730173).jpg","sourceStartTime":219.26000000000002,"sourceEndTime":223.5}},{"id":481711,"startTime":657.7,"endTime":659.0,"type":"car","title":"Range Rover Sport","url":"/cars/land-rover/range-rover-sport","image":"https://upload.wikimedia.org/wikipedia/commons/5/5e/LAND_ROVER_RANGE_ROVER_SPORT_%28L494%29_China_%2810%29.jpg","quote":"Okay, so we're going to look for a Land Rover,\nRange Rover Sport,\nDynamic P400.","canonicalId":"car:landrover:rangeroversport","priority":0.6,"confidence":0.95,"source":"gpt-5.4-nano","data":{"explanation":"The Range Rover Sport is Land Rover’s performance-leaning luxury SUV, positioned between the brand’s smaller models and the full-size Range Rover. It’s typically chosen by buyers who want Range Rover comfort but with a sportier driving feel.","simplifiedExplanation":"Range Rover Sport is a luxury SUV from Land Rover. It’s the “sportier” version of the Range Rover lineup.","imageAttribution":"Dinkun Chen (CC BY-SA 4.0)","imageLicense":"CC BY-SA 4.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:LAND_ROVER_RANGE_ROVER_SPORT_(L494)_China_(10).jpg","sourceStartTime":657.7,"sourceEndTime":659.0}},{"id":481712,"startTime":657.72,"endTime":658.82,"type":"car","title":"Land Rover Range Rover","url":"/cars/land-rover/range-rover","image":"https://upload.wikimedia.org/wikipedia/commons/f/f2/2022_Land_Rover_Range_Rover_SVAutobiography.jpg","quote":"Okay, so we're going to look for a Land Rover, Range Rover Sport, Dynamic P400.","canonicalId":"car:landrover:rangerover","priority":0.7,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Land Rover Range Rover is a luxury SUV known for its upscale interior, comfort-focused ride, and off-road capability. It’s often discussed in negotiations because it’s a high-demand, high-option vehicle where pricing can vary a lot based on trim and features. The podcast context also suggests they’re considering the Range Rover Sport and a specific “Dynamic P400” configuration, which highlights how performance and equipment choices affect the deal.","simplifiedExplanation":"The Range Rover is a large, luxury SUV made for comfortable everyday driving and also capable of rougher roads. People talk about it a lot because it can be expensive, and the final price changes depending on the options you choose.","imageAttribution":"MrWalkr (CC BY-SA 4.0)","imageLicense":"CC BY-SA 4.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:2022_Land_Rover_Range_Rover_SVAutobiography.jpg","sourceStartTime":657.72,"sourceEndTime":658.82}},{"id":481713,"startTime":659.0,"endTime":661.2,"type":"term","title":"Dynamic P400","quote":"Range Rover Sport,\nDynamic P400.\nThat is a plug-in hybrid,","canonicalId":"term:dynamic-p400","priority":0.35,"confidence":0.6,"source":"gpt-5.4-nano","data":{"explanation":"Dynamic P400 is a trim/powertrain designation used on certain Range Rover Sport configurations, where “P400” indicates a specific output class and “Dynamic” describes the equipment/drive character. It’s the kind of label that affects pricing because it bundles particular features and performance tuning.","simplifiedExplanation":"Dynamic P400 is a specific version of the Range Rover Sport. Different versions come with different features and power, which changes the price.","sourceStartTime":659.0,"sourceEndTime":661.2}},{"id":481714,"startTime":661.2,"endTime":663.5,"type":"term","title":"plug-in hybrid","url":"/glossary/plug-in-hybrid","quote":"Dynamic SE.\nThat is a plug-in hybrid,\nDynamic SE.","canonicalId":"term:plug-in-hybrid","priority":0.7,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"A plug-in hybrid (PHEV) is a vehicle that combines a gasoline engine with an electric motor and a battery you can recharge by plugging in. It can often drive on electricity for short trips, then switch to the engine when the battery is depleted.","simplifiedExplanation":"A plug-in hybrid is part electric and part gas. You can charge it by plugging it in, and it can run on electricity for shorter drives.","sourceStartTime":661.2,"sourceEndTime":663.5}},{"id":481715,"startTime":663.5,"endTime":665.2,"type":"term","title":"Dynamic SE","quote":"That is a plug-in hybrid,\nDynamic SE.\nAnd they want...","canonicalId":"term:dynamic-se","priority":0.35,"confidence":0.6,"source":"gpt-5.4-nano","data":{"explanation":"Dynamic SE is another trim/equipment level label for the vehicle configuration being negotiated. “SE” typically denotes a specific package of standard features, so it matters for what you’re actually paying for.","simplifiedExplanation":"Dynamic SE is a particular trim level. It usually means a specific set of features, so it can change the total deal.","sourceStartTime":663.5,"sourceEndTime":665.2}},{"id":481717,"startTime":668.2,"endTime":668.2,"type":"term","title":"Giolla Green","quote":"Whites, if necessary.\nGiolla Green,\nVarendza Blue,","canonicalId":"term:giolla-green","priority":0.25,"confidence":0.5,"source":"gpt-5.4-nano","data":{"explanation":"Giolla Green is a named exterior paint color option for the vehicle configuration being discussed. Like other named colors, it’s tied to the build and can affect what inventory exists.","simplifiedExplanation":"Giolla Green is a named paint color option. It’s part of the car’s configuration and can affect availability.","sourceStartTime":668.2,"sourceEndTime":668.2}},{"id":481716,"startTime":668.2,"endTime":670.9,"type":"term","title":"Varendza Blue","quote":"Giolla Green,\nVarendza Blue,\nor Copperthurn Gray.\n\nGreen.","canonicalId":"term:varendza-blue","priority":0.25,"confidence":0.55,"source":"gpt-5.4-nano","data":{"explanation":"Varendza Blue is a named exterior paint color option used in the Range Rover Sport configuration. Named colors are part of the build spec, which can influence lead times and deal terms.","simplifiedExplanation":"Varendza Blue is a specific exterior paint color. Picking a named color is part of the car’s build and can affect availability.","sourceStartTime":668.2,"sourceEndTime":670.9}},{"id":481718,"startTime":670.9,"endTime":673.1,"type":"term","title":"Copperthurn Gray","quote":"Giolla Green,\nVarendza Blue,\nor Copperthurn Gray.\n\nGreen.","canonicalId":"term:copperthurn-gray","priority":0.25,"confidence":0.55,"source":"gpt-5.4-nano","data":{"explanation":"Copperthurn Gray is a specific exterior paint color option for the Land Rover/Range Rover Sport configuration. Color choices can affect availability and sometimes pricing because they’re tied to production scheduling and inventory.","simplifiedExplanation":"Copperthurn Gray is a named paint color option. The exact color you pick can affect what’s available and sometimes the final price.","sourceStartTime":670.9,"sourceEndTime":673.1}},{"id":481719,"startTime":774.9,"endTime":787.9,"type":"term","title":"fixed side steps","url":"/glossary/fixed-side-steps","quote":"And they added fixed side steps to the vehicle. Fixed side steps. Okay, walk me through that one.","canonicalId":"term:fixed-side-steps","priority":0.45,"confidence":0.92,"source":"gpt-5.4-nano","data":{"explanation":"Fixed side steps are running boards that stay mounted to the rocker panel and do not deploy or retract. Unlike power-deploy “nerf bars,” they’re always visible and typically simpler (and cheaper) to live with.","simplifiedExplanation":"Fixed side steps are like permanent foot rails on the side of a truck or SUV. They don’t pop out when you open the door—they’re just there all the time.","sourceStartTime":774.9,"sourceEndTime":787.9}},{"id":481720,"startTime":783.6,"endTime":785.0,"type":"term","title":"deployables","url":"/glossary/deployables","quote":"they're not the deployables that open, and when you open the door, they're just like on the side.","canonicalId":"term:deployables","priority":0.4,"confidence":0.86,"source":"gpt-5.4-nano","data":{"explanation":"Deployables (in this context, deployable side steps) are power-operated running boards that extend when you open the door and retract afterward. They’re usually more complex than fixed steps, which can affect cost and potential service needs.","simplifiedExplanation":"Deployable side steps are powered foot rails that come out when you open the door and then go back in. They’re more “mechanical” than fixed steps.","sourceStartTime":783.6,"sourceEndTime":785.0}},{"id":481721,"startTime":808.5,"endTime":812.1,"type":"term","title":"running boards","url":"/glossary/running-boards","quote":"That adds six grand for some running vessels, but really expensive running boards. Am I missing something?","canonicalId":"term:running-boards","priority":0.35,"confidence":0.8,"source":"gpt-5.4-nano","data":{"explanation":"Running boards (also called side steps) are exterior trim pieces along the lower door area that help passengers step in and out. In the transcript, the host is contrasting them with cheaper fixed steps and calling out the pricing impact.","simplifiedExplanation":"Running boards are the step rails on the side of the vehicle that make it easier to get in and out. They’re basically the same idea as side steps.","sourceStartTime":808.5,"sourceEndTime":812.1}},{"id":481722,"startTime":905.16,"endTime":907.46,"type":"car","title":"Mercedes-Benz Mercedesbenz Gls","url":"/cars/mercedes-benz/gls","image":"https://upload.wikimedia.org/wikipedia/commons/3/37/2023_Mercedes-Benz_X167_DSC_8964.jpg","quote":"What vehicle currently do you drive now? I drive a Mercedes-Benz GLS. GLS, 2026.","canonicalId":"car:mercedesbenz:gls","priority":0.5,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"explanation":"The Mercedes-Benz GLS is a full-size luxury SUV designed to carry passengers in comfort, with a premium interior and strong on-road refinement. It comes up in car negotiation discussions because it’s typically configured with many options, and the negotiated price can depend heavily on trim level and included packages. In the podcast context, the host mentions driving a GLS (2026), which makes it relevant to how buyers and sellers talk about pricing and value.","simplifiedExplanation":"The GLS is a big luxury SUV made to comfortably fit multiple passengers. It’s often discussed in price talks because it usually has lots of optional features that can change the total cost.","imageAttribution":"Alexander Migl (CC BY-SA 4.0)","imageLicense":"CC BY-SA 4.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:2023_Mercedes-Benz_X167_DSC_8964.jpg","sourceStartTime":905.16,"sourceEndTime":907.46}},{"id":481723,"startTime":914.4,"endTime":925.7,"type":"term","title":"welcome credit","url":"/glossary/welcome-credit","quote":"let's see if it qualifies for what they call a welcome credit.\nLet's see, Mercedes-Benz GLS.\nWelcome credit, it does qualify for it.","canonicalId":"term:welcome-credit","priority":0.6,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"A “welcome credit” is a dealer or manufacturer incentive offered to new customers. It functions like a discount applied to the transaction, and in this case it’s tied to documentation like proof of current registration and insurance.","simplifiedExplanation":"A “welcome credit” is a special discount for new buyers. It’s basically money off the deal, but the dealer may require paperwork to prove you qualify.","sourceStartTime":914.4,"sourceEndTime":925.7}},{"id":481724,"startTime":931.5,"endTime":938.8,"type":"term","title":"insurance card","url":"/glossary/insurance-card","quote":"Right, the only thing that we would need to claim that\nis a copy of the current registration and insurance card.","canonicalId":"term:insurance-card","priority":0.3,"confidence":0.8,"source":"gpt-5.4-nano","data":{"explanation":"An “insurance card” is the proof-of-insurance document issued by your insurer. In incentive programs, it’s commonly used to confirm you have active coverage, which can be required for eligibility.","simplifiedExplanation":"An insurance card is proof that your car is insured. The dealer may ask for it to make sure you meet the requirements for the discount.","sourceStartTime":931.5,"sourceEndTime":938.8}},{"id":481725,"startTime":938.8,"endTime":940.8,"type":"concept","title":"trade-in","url":"/glossary/trade-in","quote":"You don't have to trade in the vehicle if you don't want to,\nand all that, so.","canonicalId":"concept:trade-in","priority":0.25,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"A “trade-in” is when you turn in your existing vehicle as part of the purchase deal, usually to reduce the amount you pay. This segment notes you don’t have to trade in the vehicle to qualify for the incentive being discussed.","simplifiedExplanation":"A trade-in is when you bring your current car and use it to lower the price of the new one. Here, they’re saying you don’t have to trade in your car to get the discount.","sourceStartTime":938.8,"sourceEndTime":940.8}},{"id":481726,"startTime":1752.0,"endTime":1764.2,"type":"term","title":"service intervals","url":"/glossary/service-intervals","quote":"Are you familiar with the service intervals on this vehicle? Because they don't need to see you for a long time... Service intervals on this vehicle are every two years or 21,000 miles, whichever of those two things come first.","canonicalId":"term:service-intervals","priority":0.55,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"Service intervals are the scheduled mileage/time targets for routine maintenance on a specific vehicle. In this case, the Land Rover’s schedule is every two years or 21,000 miles—whichever happens first—so you don’t wait too long if you drive more than expected.","simplifiedExplanation":"Service intervals are the recommended schedule for things like oil and inspections. Here, they’re saying you should service the car every two years or when you hit 21,000 miles, whichever comes first.","sourceStartTime":1752.0,"sourceEndTime":1764.2}},{"id":481727,"startTime":1762.2,"endTime":1764.2,"type":"term","title":"21,000 miles","url":"/glossary/21-000-miles","quote":"Service intervals on this vehicle are every two years or 21,000 miles, whichever of those two things come first.","canonicalId":"term:21-000-miles","priority":0.45,"confidence":0.85,"source":"gpt-5.4-nano","data":{"explanation":"21,000 miles is the mileage-based trigger for the vehicle’s scheduled maintenance. It’s paired with a time trigger (every two years), so the car can require service sooner if you drive a lot.","simplifiedExplanation":"That 21,000-mile number is how far you can drive before the car is due for service. If you hit that sooner than two years, you should service it then.","sourceStartTime":1762.2,"sourceEndTime":1764.2}},{"id":481728,"startTime":1944.4,"endTime":1990.2,"type":"concept","title":"dealer discount","url":"/glossary/dealer-discount","quote":"[1944.4s] just to make something happen, because we don't discount these cars\n[1947.6s] like a Honda or Toyota or something like that.\n[1963.7s] I get you can't do 5K off, so I'll make it easy for you.\n[1990.2s] But that amount, we can't discount that amount.","canonicalId":"concept:dealer-discount","priority":0.55,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"A dealer discount is the amount a dealership reduces the selling price from the starting offer to close a deal. This segment discusses how the salesperson claims they “don’t discount these cars” and instead can only move the price by a limited amount, which is a common negotiation constraint in retail car sales.","simplifiedExplanation":"A dealer discount is the price cut a car dealer offers to help you buy. The salesperson is saying they can’t lower the price by as much as you want, so they can only offer a smaller reduction.","sourceStartTime":1944.4,"sourceEndTime":1990.2}},{"id":481729,"startTime":1944.4,"endTime":1947.6,"type":"brand","title":"Toyota","url":"/glossary/toyota","quote":"[1944.4s] like a Honda or Toyota or something like that.\n[1947.6s] You see, I drive Mercedes-Benz.\n[1953.0s] I don't drive a thousand Toyotas, but I'll tell you,","canonicalId":"brand:toyota","priority":0.2,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"Toyota is a Japanese automaker known for high-volume production and a reputation for durability. In this segment, it’s mentioned as a comparison point for how other brands might be discounted more easily than the speaker’s Mercedes-Benz deal.","simplifiedExplanation":"Toyota is a very common car brand. Here it’s used as an example of a brand that dealers might discount more than what they’re offering.","sourceStartTime":1944.4,"sourceEndTime":1947.6}},{"id":481730,"startTime":1955.54,"endTime":1957.96,"type":"car","title":"Mercedes-Benz My Mercedesbenz","url":"/cars/mercedes-benz/amg-gt","image":"https://upload.wikimedia.org/wikipedia/commons/a/aa/23NTBC_40_-_Mercedes-AMG.jpg","quote":"I don't drive a thousand Toyotas, but I'll tell you, I got a pretty hefty deal on my Mercedes-Benz. I'm a, they call me a crew negotiator.","canonicalId":"car:mercedesbenz:amggt","priority":0.3,"source":"hybrid-fuzzy+gpt-5.4-nano","data":{"imageAttribution":"Wikimedia Commons / CC BY-SA 3.0","imageLicense":"CC BY-SA 3.0","imageSourceUrl":"https://commons.wikimedia.org/wiki/File:23NTBC_40_-_Mercedes-AMG.jpg","sourceStartTime":1955.54,"sourceEndTime":1957.96}},{"id":481731,"startTime":1963.7,"endTime":1990.2,"type":"concept","title":"negotiation constraints","url":"/glossary/negotiation-constraints","quote":"[1963.7s] I get you can't do 5K off, so I'll make it easy for you.\n[1966.7s] Let's just do $4,982 off.\n[1973.6s] That's going to get me fired if I give that off.\n[1986.7s] which would be like maybe $2,000 to make something happen like right now.\n[1990.2s] But that amount, we can't discount that amount.","canonicalId":"concept:negotiation-constraints","priority":0.6,"confidence":0.72,"source":"gpt-5.4-nano","data":{"explanation":"Negotiation constraints are limits on how much a salesperson or dealership is allowed to change the price or terms. Here, the speaker implies they have internal rules (and risk of getting fired) that cap how large a discount they can offer, even if the buyer wants more.","simplifiedExplanation":"Negotiation constraints are the limits on what a salesperson is allowed to do to lower the price. The speaker is saying they can’t offer the full amount the buyer wants because of rules at the dealership.","sourceStartTime":1963.7,"sourceEndTime":1990.2}},{"id":481732,"startTime":2049.9,"endTime":2052.6,"type":"concept","title":"upcharged","url":"/glossary/upcharge","quote":"and everything is being upcharged now.\nSo we don't have that margin anymore in these type of cars.","canonicalId":"concept:upcharged","priority":0.35,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"“Upcharged” here means adding extra charges on top of the base price. In car deals, these can show up as dealer add-ons or fees that reduce the buyer’s ability to negotiate the final out-the-door number.","simplifiedExplanation":"“Upcharged” means the dealer is adding extra costs beyond the starting price. Those extra charges can make the deal harder to discount.","sourceStartTime":2049.9,"sourceEndTime":2052.6}},{"id":481733,"startTime":2052.6,"endTime":2065.9,"type":"concept","title":"margin","url":"/glossary/margin","quote":"So we don't have that margin anymore in these type of cars.\nYou guys don't have $4,000 a margin on your $105,000 car?\nWe do not.","canonicalId":"concept:margin","priority":0.55,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"In car sales, “margin” is the difference between what the dealer (or the selling party) pays for the vehicle and what they sell it for. When the margin gets squeezed, the dealer has less room to discount or negotiate without losing money.","simplifiedExplanation":"“Margin” is the dealer’s profit buffer on a car. If that buffer is small, they can’t offer big discounts because they’d lose money.","sourceStartTime":2052.6,"sourceEndTime":2065.9}},{"id":481734,"startTime":2069.3,"endTime":2088.9,"type":"concept","title":"tariffs","url":"/glossary/tariffs","quote":"Because tariff and all this stuff, we, the companies ate all of that negative.\nWe still feel the pain of the tariffs.\nAs far as the Supreme Court made a ruling that those were illegal and they refunded.","canonicalId":"concept:tariffs","priority":0.6,"confidence":0.95,"source":"gpt-5.4-nano","data":{"explanation":"Tariffs are taxes the government charges on imported goods. In the context of car pricing, tariffs can raise the cost of vehicles or parts, which can reduce dealer flexibility and increase “upcharges” or final prices.","simplifiedExplanation":"Tariffs are extra taxes on imported products. If cars or parts cost more because of tariffs, dealers often have less ability to negotiate and may charge more to cover the added cost.","sourceStartTime":2069.3,"sourceEndTime":2088.9}},{"id":481735,"startTime":2227.0,"endTime":2229.3,"type":"term","title":"stock number","url":"/glossary/stock-number","quote":"I have a stock number, if that helps.\n\nI am ready when you are.","canonicalId":"term:stock-number","priority":0.25,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"A stock number is the dealer’s internal identifier for a specific vehicle in their inventory. It helps the salesperson pull up the exact car’s details (specs, pricing, and availability) rather than searching by vague description.","simplifiedExplanation":"A stock number is like a reference ID a dealership uses for one specific car. When you give it, they can quickly find the exact vehicle you mean.","sourceStartTime":2227.0,"sourceEndTime":2229.3}},{"id":481736,"startTime":2298.6,"endTime":2300.1,"type":"term","title":"conquest","url":"/glossary/conquest","quote":"What rebates do you qualify for if you are aware or not?\nConquest.\nFor the conquest.","canonicalId":"term:conquest","priority":0.7,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"Conquest rebates are dealer or manufacturer incentives offered to persuade you to switch brands. They’re typically tied to having (or recently having) a competitor’s vehicle, and they can stack with other discounts depending on the offer terms.","simplifiedExplanation":"A conquest rebate is a discount meant to get you to switch to a new brand. It usually depends on what car you currently drive (or what you recently drove).","sourceStartTime":2298.6,"sourceEndTime":2300.1}},{"id":481737,"startTime":2427.5,"endTime":2429.0,"type":"term","title":"add-ons fees","url":"/glossary/add-ons-fees","quote":"[2427.5s] Do you guys have any add-ons fees?\n[2429.0s] Anything crazy like that?","canonicalId":"term:add-ons-fees","priority":0.55,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"“Add-ons fees” are extra charges added to the sale price beyond the base vehicle price. They can include dealer-installed items or administrative fees, and they’re often where the final “out-the-door” cost changes most.","simplifiedExplanation":"These are extra charges the dealer adds on top of the car’s base price. They can be legit add-ons, or they can be fees that make the final price higher than you expected.","sourceStartTime":2427.5,"sourceEndTime":2429.0}},{"id":481738,"startTime":2429.9,"endTime":2438.6,"type":"term","title":"dog fee","url":"/glossary/dog-fee","quote":"[2429.9s] Just an $899 dog fee.\n[2432.2s] I appreciate that.\n[2432.9s] I know you dealt with $109 when they got this line item,\n[2435.9s] that line item.","canonicalId":"term:dog-fee","priority":0.6,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"“Dog fee” here is a dealer fee line item being quoted as $899. It’s not a standard industry term, but it functions like an administrative or documentation-style charge that increases the total cost.","sourceStartTime":2429.9,"sourceEndTime":2438.6}},{"id":481739,"startTime":2438.6,"endTime":2440.6,"type":"term","title":"electronic title fee","url":"/glossary/electronic-title-fee","quote":"[2437.2s] It's $899 dog fee.\n[2438.6s] It's $199 electronic title fee.\n[2440.6s] That's it.","canonicalId":"term:electronic-title-fee","priority":0.65,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"An “electronic title fee” is a charge for processing the vehicle’s title paperwork electronically. It’s a common dealer/admin fee that can vary by state and dealer, and it affects the final price you pay.","simplifiedExplanation":"This is a paperwork fee for getting the car’s title handled through the state electronically. It’s usually small compared to the car price, but it still adds to what you pay.","sourceStartTime":2438.6,"sourceEndTime":2440.6}},{"id":481740,"startTime":2455.4,"endTime":2458.0,"type":"term","title":"addendums","url":"/glossary/addendums","quote":"[2454.4s] Well, we don't mess around.\n[2455.4s] We don't add addendums to our cars unless we actually\n[2458.0s] added a wheel to it or a running board, something significant.","canonicalId":"term:addendums","priority":0.45,"confidence":0.7,"source":"gpt-5.4-nano","data":{"explanation":"“Addendums” (addenda) are written additions or amendments to the sales paperwork. In this context, the dealer is saying they only change the deal by adding items that are truly added to the car (like a wheel or running board), not by inflating the paperwork with unrelated extras.","simplifiedExplanation":"An addendum is extra paperwork that changes or adds to the original agreement. They’re saying they only add it when they actually add real items to the car.","sourceStartTime":2455.4,"sourceEndTime":2458.0}},{"id":481741,"startTime":2526.3,"endTime":2530.7,"type":"term","title":"out the door","url":"/glossary/out-the-door","quote":"[2525.2s] How about this?\n[2526.3s] I'll give you my buyer's order out the door at the two grand\n[2529.3s] plus the two grand.","canonicalId":"term:out-the-door","priority":0.55,"confidence":0.9,"source":"gpt-5.4-nano","data":{"explanation":"“Out the door” (OTD) is the total price you pay to take the car home, including the usual taxes and fees. In negotiations, it’s meant to remove ambiguity by rolling everything into one number.","simplifiedExplanation":"“Out the door” means the final total price you’ll pay, not just the sticker price. It includes taxes and fees so you can compare deals fairly.","sourceStartTime":2526.3,"sourceEndTime":2530.7}},{"id":481742,"startTime":2547.9,"endTime":2553.6,"type":"term","title":"concession","url":"/glossary/concession","quote":"[2547.9s] They called it a concession.\n[2549.4s] Weird name to call it, but sure.\n[2550.7s] A concession, $2,500 plus the $2,000 rebate,","canonicalId":"term:concession","priority":0.3,"confidence":0.75,"source":"gpt-5.4-nano","data":{"explanation":"In dealership pricing, a “concession” is a discount or allowance the dealer is willing to give to close the deal. It’s essentially a negotiated price reduction, often discussed alongside rebates and fees.","simplifiedExplanation":"A “concession” here means the dealer is giving you a discount to help you buy. It’s like an agreed price break, usually combined with rebates.","sourceStartTime":2547.9,"sourceEndTime":2553.6}},{"id":481743,"startTime":2549.4,"endTime":2553.6,"type":"term","title":"taxable fees","url":"/glossary/taxable-fees","quote":"[2549.4s] Weird name to call it, but sure.\n[2550.7s] A concession, $2,500 plus the $2,000 rebate,\n[2553.6s] and they have $205 taxable fees, $995 dock fees, $6,247 in tax,","canonicalId":"term:taxable-fees","priority":0.4,"confidence":0.85,"source":"gpt-5.4-nano","data":{"explanation":"Taxable fees are charges that are subject to sales tax (or similar taxes) in addition to the vehicle’s base price. That means they can increase the final total more than “non-tax” fees.","simplifiedExplanation":"Some fees get taxed, and some don’t. “Taxable fees” are the ones that add to your total because sales tax applies to them too.","sourceStartTime":2549.4,"sourceEndTime":2553.6}},{"id":481744,"startTime":2553.6,"endTime":2559.1,"type":"term","title":"dock fees","url":"/glossary/dock-fees","quote":"[2550.7s] A concession, $2,500 plus the $2,000 rebate,\n[2553.6s] and they have $205 taxable fees, $995 dock fees, $6,247 in tax,\n[2559.1s] and $452 in non-tax fees.","canonicalId":"term:dock-fees","priority":0.35,"confidence":0.8,"source":"gpt-5.4-nano","data":{"explanation":"Dock fees are charges dealers add for getting the vehicle from the manufacturer’s distribution point to the dealership. They’re typically part of the “fees” bucket that can be negotiated or at least compared across offers.","sourceStartTime":2553.6,"sourceEndTime":2559.1}},{"id":481745,"startTime":2559.1,"endTime":2561.6,"type":"term","title":"non-tax fees","url":"/glossary/non-tax-fees","quote":"[2553.6s] and they have $205 taxable fees, $995 dock fees, $6,247 in tax,\n[2559.1s] and $452 in non-tax fees.\n[2561.6s] So I don't think any funny business is going on.","canonicalId":"term:non-tax-fees","priority":0.35,"confidence":0.85,"source":"gpt-5.4-nano","data":{"explanation":"Non-tax fees are dealer or administrative charges that are not subject to sales tax. They still add to the total price, but they usually don’t increase tax the way taxable fees do.","simplifiedExplanation":"Non-tax fees are extra charges that don’t get taxed. They still raise the total price, but they don’t add sales tax on top of themselves.","sourceStartTime":2559.1,"sourceEndTime":2561.6}},{"id":481746,"startTime":2571.0,"endTime":2573.0,"type":"term","title":"MSRP","url":"/glossary/msrp","quote":"[2571.0s] What's your MSRP?\n[2572.3s]  $102,9.\n[2573.0s] Yeah, this is $104,585, so.","canonicalId":"term:msrp","priority":0.35,"confidence":0.95,"source":"gpt-5.4-nano","data":{"explanation":"MSRP (Manufacturer’s Suggested Retail Price) is the sticker price a carmaker recommends for a specific trim and configuration. Dealers may sell for more or less than MSRP depending on incentives, demand, and negotiation.","simplifiedExplanation":"MSRP is the “sticker price” the manufacturer lists for that exact car. The dealer can usually sell it for more or less than that number.","sourceStartTime":2571.0,"sourceEndTime":2573.0}}],"speakers":[{"id":"s1","name":"Delivrd","role":"host"}],"transcripts":[{"url":"http://getcarcurious.com/episodes/salesman-offered-to-commit-fraud-to-get-me-a-better-deal/transcript.vtt","type":"text/vtt"}],"alignmentMode":"scalar","fallbackOffset":0.0}