| When it comes to negotiating your best deal on | | | | starting below their target price, but it is an |
| the car you've got your eye on, first and | | | | absolute must when it comes to successfully |
| foremost you have to do your research and | | | | coming close to or hitting your pricing goal. |
| homework on all the various parts of putting a | | | | If the salesperson or the dealership is the first to |
| car deal together. | | | | offer up a number to get things going, rather |
| At a high level, this is all the pricing, rebate, and | | | | than you countering with an actual dollar amount |
| dealer incentive numbers you can find on your | | | | simply let the salesperson know that his number |
| perspective car. You've lined up your financing so | | | | simple not within your budget and they need to |
| you know what you qualify for, how much you | | | | come back with a better offer. By doing this, |
| qualify for, how long you can finance, and what | | | | your goal is to get an even better opening price |
| your monthly payments will be based on a few | | | | without tipping your hand. |
| different financing scenarios. And (if applicable) you | | | | Remember, a dealership is always going to take a |
| know the actual cash value, and retail value of | | | | couple shots at maximizing the deal for their side |
| your trade-in. | | | | first. |
| If you don't have a firm grasp on the | | | | Keep in mind that negotiating is just that... |
| aforementioned, proceed no further (don't show | | | | negotiating. It isn't a one-way street where you |
| up at a dealership) until you do. | | | | get everything you want and the dealership |
| But if you have, and you feel confident, let's talk | | | | simply acquiesces. There is plenty of give and |
| a bit further about negotiating. | | | | take and it may not (actually hardly ever is) |
| Rule number one when it comes to negotiating | | | | limited to just the price of the car. In other |
| and car deals. | | | | words, if you feel like you have to come up a bit |
| Never - negotiate from the MSRP down... You'll | | | | off your offer or counter offer, see if you can |
| never get to the price you want. | | | | get some return value for your effort such as |
| Always negotiate from invoice price or dealer | | | | some complimentary maintenance, even floor |
| cost up. | | | | mats or something. |
| Since you've done your homework, go to the | | | | When you do this it keeps the negotiation alive |
| dealership with your opening offer in mind. Be | | | | and lets the dealer know that you are serious |
| confident in yourself and the fact that although | | | | about putting together that 'win-win' deal that |
| you certainly aren't going to offer sticker price, | | | | works for both parties. |
| your number will be fair and not ridiculous. If you | | | | Stay open minded during the process and treat |
| offer up something totally ridiculous for the selling | | | | the entire car buying process as a negotiation |
| price from the dealer, you've wasted your time | | | | package. There are numerous avenues that you |
| and haven't really opened the negotiating process | | | | can probe for negotiation during the car buying |
| because your offer won't even be viewed as | | | | process. It's not just the price. However, don't |
| serious. Keep your offer within the 'win-win' | | | | agree on the price and then start trying to |
| window. | | | | negotiate other items. Once you've said yes to |
| When you know your numbers and you come | | | | the price, you lose your leverage. Remember it's |
| across as confident (because you are) the sales | | | | the entire package. |
| people and the others at the dealership will be | | | | Finally, always keep in mind that without you... |
| aware of this and will spend less time trying to | | | | there is no deal for the dealer. If you reach an |
| 'work' you. | | | | impasse... if you have to... walk. Don't rationalize |
| Give yourself room to eventually feel good. By | | | | giving in against your better judgment because |
| this I mean, don't table your first offer with the | | | | you really want the car, or that you've spent the |
| price you have in mind that you are willing to pay. | | | | better part of your day at the dealership. |
| Think about it for a moment; by definition there is | | | | Remember the dealer and the salesperson have |
| going to be some negotiating going on here, so | | | | their time invested as well and don't want the deal |
| you certainly don't want to begin at the price you | | | | to fall through either. Be patient, keep the |
| want to be and simply hold firm. This may sound | | | | negotiation communication lines open and chances |
| easy but this is truly a point where many miss | | | | are you'll be rewarded with a new car at a price |
| the mark. Many people feel uncomfortable about | | | | you feel good about paying. |