What's actually negotiable
Several parts of a vehicle purchase can typically be negotiated, not just the sticker price:
- The vehicle price itself, new or used
- Your trade-in value, if you have one (see our trade-in vs. private sale guide for the alternative)
- Financing terms, if you're financing through the dealer (see our dealer vs. bank financing guide)
- Fees and add-ons, some of which are genuinely optional (see our dealer fees and add-ons guide)
Treating these as separate negotiations, rather than one bundled number, generally gives you more clarity on where the actual value is moving.
Preparation matters more than technique
- Know what comparable vehicles are actually selling for, not just listed for, in your area
- Get pre-approved financing before you go, so you have a real number to compare a dealer's offer against
- Separate your trade-in negotiation from the purchase negotiation — evaluate each on its own, since combining them can make it harder to see the total picture
- Decide your walk-away number in advance, and be genuinely willing to leave if the deal doesn't reach it
- Negotiate the out-the-door price, not the monthly payment. A monthly payment can be made to look lower simply by stretching the loan term, which usually means paying more in total — agree on the total price first, then talk financing
A few general practices
- Get any agreed terms in writing before you're deep into paperwork, and read the final purchase agreement against what was verbally agreed
- Take your time — a rushed decision favors whoever's better prepared, which in an unfamiliar negotiation may not be you
- It's fine to negotiate over more than one visit, or by phone or email, rather than only in person
There's no universal script that works in every negotiation — the more prepared and willing to walk away you are, the less any particular technique matters.
Check your own car
Free. See its recalls, factory coverage and a Protection Check — no phone number needed.