6. Control the Clock
Be prepared to spend plenty of time negotiating, as long as an hour or more. If you get tired, hungry or frustrated, take a break. Say you'll be back in an hour or so and take some time to clear your head and recharge, maybe discuss things with your spouse if necessary. This can also be an opportunity to pull a CARFAX report on the vehicle to make sure there's nothing untoward in its history. This little break might also tilt things in your favor if the salesperson fears you won't return.
7. End Game
Expect the deal to go into extra innings. Know that when you appear to be in the home stretch, the dealer may bring up added surcharges, extras or anything else to bump up the price. They may even bring in a different salesperson that's new to you to improve the deal for the seller. Dealers sometimes exploit the desire to just get the deal done, betting that you won't walk away from your hard-fought negotiation over a few hundred dollars that they suddenly want to add to the price. Stand your ground, say no, and know what fees, taxes and other “required charges” are legal in your state. Remember, a handshake is great, but a deal isn't really a deal until you've signed on the dotted line.