I just listened to an episode of a This American Life podcast entitled 129 Cars, referring to a car dealership’s monthly sales quota.   A team of reporters followed various people at a Long Island dealership for a month and the episode sounds like a sitcom.

But it is very real, reflecting tensions in negotiations between the manufacturer and the dealership as well as between various employees at the dealership — not to mention tension between the dealership and the customers.

This podcast provides an amazing lesson in how real negotiations take place — as well as a primer for buyers negotiating with a dealership.   One of the sales people is in the top 1% for the whole country and the podcast analyzes why he is so successful.

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