Do your research, get pre approved by your financial institution, then go there in business like fashion. I dress in business casual. I go there and give them the impression that I am ready to buy a car now and am not there to bs around or feed into their pitch. I tell them that I am looking at a competitor car above the price range of their car (luxury car) and a car below the price range of their car. It tells them I have the money to buy the better car but will buy their car if they can reduce the price to where it's stupid for me to buy the more expensive car. If they won't budge to my liking I may go the cheaper car route or just pony up to get the better car, it has not happened yet though.

I show them that I don't need their car, but will buy it if it makes business sense to me. Do not take your kids, and if you have a cool wife don't take her either; have her look online to decide on interiors/options. They mess up your negotiations by involving emotions. My wife is easy going with whatever car she gets; for that reason I get her one with all the options and doo dads.

Last time, After I test drove the car I told the lady to work up a proposal, as I am car shopping for the day and will be back. I told her I am going to such and such car dealership to check out such and such car, and will be right back. They were doing everything they can to prevent me from leaving. Their first offer was 9% off sticker. I asked for another 500 dollars off and they took it....my only regret. Even though I was satisfied with the deal, I should have low balled them first as I most likely could have gotten another 1000 bucks off by being an a-hole, but it was still below the consumer reports bottom line price.

There are many ways to negotiate. Some people do email only..etc. find what is comfortable for you and go with it. I like face to face business relationships. I like to socialize. Some people look at sales reps/ managers as crooks and have no interest in talking with them. Some people shop and bs around for months to get the best deal possible; it comes to a point where your time is more valuable.

I highly suggest getting your financing lined up before you shop. It tells them you are not there to bullshite, but you will consider and listen to their financing options. It puts you in control of the situation.

Good luck. Let us know how it goes.

This post was edited on 1/18/14 at 7:27 pm