Money: Wheels and Deals

Women buy more new cars than men do. But many could negotiate better

WOMEN HAVE FOR decades done 80% of the shopping for themselves and their families, but it's only recently that we've started purchasing the majority of cars. Today women account for 62% of new-car purchases--yet three-quarters of women buyers plan to bring a man along with them to the dealership, according to a new study by Capital One Auto Finance. Why are women so hesitant to negotiate on their own? "We teach little girls that we don't like them to be greedy, pushy or overly aggressive," says Sara Laschever, co-author of Women Don't Ask: Negotiation and the Gender Divide. "Once adulthood is...

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