3. Have a Gameplan:
Know what you want and how much you're willing to spend on it - and stick to the plan as closely as you can. Decide ahead of time if you're going to want any extras, extended warranties and what kind of financing you're after.
4. Cash is King:
The more financing you need, the more control you lose over the deal. At least some cash in hand shows a dealer or seller that you're serious and ready to deal. When it comes time to talk about prices, be sure to mention that you've got cash and you're ready to buy now, but you're not sure you're ready to buy this car at this price. Make an offer that's low but not out of the ballpark, and be sure to mention how much cash you have available for the purchase.
5. Information is Power:
Just because you've got the cash and the will to buy, it's likely not going to be enough to send that final price tumbling. This is where all your research will come in handy. If you think the price is too high, you'll need a reason why, and it'll help if you can back it up with solid information. This could be anything, like ads from competing dealers, blue book values, maybe even a review or other article from Vehix. And if you've got one, be sure to bring your Blackberry or iPhone to the lot, so you can research something if need be. It's tough for a dealer to fib when he can be fact-checked on the spot. Be prepared for the salesman to have a response to your argument like “well this car is tougher to find in our area” or “I know that dealer and they're sold out.” But the more you know and the more ammo you have, the less likely the salesman will be able to keep rebutting you and the negotiation tilts in your favor.