Illustration for article titled Anatomy of a Negotiation

He originally listed this car, a 2016 Focus ST with 52k miles for $15,500, too high in my opinion. He later dropped it to $14000, so we contacted him. We saw it yesterday, and he texted me last night offering it at $13,500. He is bargaining against himself - a bad mistake. I have yet to make an offer.  I'm thinking about $12,500 to try to get it at $13,000.  That seems like a very good deal for this car.  He bought it a year ago as a certified used vehicle from a local dealer (CarFax confirmed thanks to ITA97).  What do you think, hive mind?

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