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Same car, market value$25,000Used 2022 SUV
Marcus pays$33,432$398/mo × 84 months
Denise pays$28,200$470/mo × 60 months
Difference$5,232For the same vehicle
Marcus — chased the monthly payment$33,432
Denise — negotiated the price first$28,200
Marcus has the lower monthly payment and pays $5,232 more. The payment was the thing he could see; the total was the thing that mattered.