Negotiating the Deal

Learn the lowest cost
Here's the real key to your deal! You must find out what the dealer paid for the car so you can negotiate the price you'll pay for it.

Web pricing information, like NADA Price Guides, is close but for true pricing information, you�ll usually have to pay for it. Most book stores sell great books like "Consumer Reports" and "Edmunds" which list MSRP (Manufacturer�s Suggested Retail Price) and the dealer invoice price, along with a host of other useful car buying information. You may also find some car pricing books at the local library.

Get ready to bargain like a pro
When you�ve decided on the make and model of car and the optional equipment that will meet your needs, and you�ve determined the invoice price, you�re ready to negotiate the deal. Make it clear to the dealer that you�re serious about buying but won�t sign a contract on the spot. Give the dealer the specifics about the car you want and ask for the dealer�s lowest available price.

Keep the deal simple
If the dealer asks whether you want to buy or lease, or whether you have a car to trade in, politely repeat that you just want the best price on the new car. You�ll discuss leasing or a trade-in only if the price is right on the new car.

Don�t negotiate against yourself
One common tactic for the dealer is to ask how much you�re willing to pay, or what you think the new car is worth. Politely point out that you aren�t interested in haggling; you just want the dealer�s best price. Bargain up from the Invoice Price, not down from the sticker price! Be wary. The dealership's "business manager" may try to sell you undercoating, rust proofing, fabric protection, extended warranty, windshield etching, etc. They're generally worthless or overpriced. This is where the dealers make most of their money. That�s why they are so concerned with financing your deal!

If you have a trade-in...
Again don't even mention it until you've agreed on a price for your new car. But when it's time to talk trade-in, you should know what your old car is worth, whether you sell it privately or to a dealership. You can get that information from us too, and it�s free - just Contact Us! Remember, you don�t have to accept the dealer�s terms. You may get more for your old car (albeit with more of a hassle) if you sell the car yourself. If you�re leasing a car for the first time and want to trade in your current car, make sure the trade-in is deducted from the capitalized cost - that is, the selling price of the new car.

Be prepared to take a walk
Avoid pinning your hopes on only one car or only one dealer. If you do, you may not get the best deal. Keep your options open as long as you can. Actually, it�s a definite advantage if you can find two vehicles you like at two different dealerships and then begin negotiating at both dealerships. Once the dealer knows you�re negotiating somewhere else they�re more eager to give you their best price sooner. They dislike losing a sale to their competitor.

If at anytime in the negotiations you feel pressured or like you�re getting backed into a corner and the dealer has control, it�s okay to just walk away. Tell them you'll think it over. Leave the dealership and return another day. Remember you�re negotiating with someone who does this everyday, all day, and they�re experts. It�s going to be a little easier for them than for you, since you will most likely only buy a different vehicle every few years. Your advantage is that there are more cars than there are car buyers. So if one dealer or salesperson doesn�t suit you, there will always be another car and another opportunity to buy.

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