To haggle or not to haggle? Tips on negotiating at the car dealership
Last month, we talked about information that you should know when considering a car purchase such as where to get pricing data and dealer invoice prices. Now, it’s time to utilize your knowledge and chutzpah so that you can play “let’s make a deal” with the salesperson. Some of you may not like to haggle, but if you’re like most, you want to get the most for your money. If that’s the case, take these negotiating tips with you.
STRATEGIZE THEN SIT DOWN
Be vague about your price range. Always negotiate up from the factory invoice price, not down from the sticker price, which is a higher price than the dealer expects you to pay. Start high enough to include a minimal profit for the dealer. A good initial offer can be $200 to $500 more than the invoice.
INSIDER’S TIP
Negotiate the cost of a trade-in after you have the lowest quote for the car in writing. The dealer might try to pressure you into dealing with the trade-in up front, but don’t let him. Know the value of your trade-in by reading Edmunds.com Used Cars & Trucks Buyer’s Guide.Don’t forget to adjust for the condition of your vehicle, mileage, and options.
UYER VS. DEALER GETTING THE BEST DEAL
Everyone doesn’t have to haggle. One of the better known policies is Saturn’s no-hassle, no-haggle sales policy. In fact, superstores such as AutoNation Inc.There’s strength in numbers, so take someone with you if you’re not comfortable With negotiating.