10 Tips from www.edmunds.com and www.intellichoice.com
1. Don't buy a car in a hurry.
2. Eat before you go to any dealership — you could be there for a long time and you want to be able to think clearly.
3. Choose two to three dealerships to visit.
4. Do your homework. Figure out exactly what vehicle you want to buy. Study the suggested retail prices and dealer's cost for both the vehicle and its options. Don't forget to subtract any current factory-to-dealer and factory-to-customer rebates from the target price. The Internet is a great source for investigating prices and rebates.
5. Start negotiations on polite and friendly terms. Don't enter negotiations with someone who intimidates you.
6. Your first offer should be lower than what you're willing to pay, but not an insulting figure. Use the MSRP as a reference, remembering that dealer profit (often around 10 percent) is built into this figure.
7. Don't discuss financing arrangements or the value of your trade-in until after you've agreed upon a price.
8. Take risks. Negotiating is a game — and car salespeople know it and so should you.
9. Don't bow to pressure from the salesperson. "This price is only good until...." or "I've never seen my manager agree to a price so low." Stay confident. Always remember to walk out if you don't reach a deal you like.
10. And finally, know your style of negotiating and use your unique qualities to your advantage.
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