How to Negotiate a Car Price: Scripts and Tactics That Work
Dealers are trained negotiators. These scripts level the playing field.
The dealership has one advantage: they negotiate car deals every day and you do it once every 5-7 years. These tactics and exact scripts remove that advantage.
Before You Walk In
Research invoice price (what the dealer paid) on Edmunds or TrueCar. Your target: 3-5% above invoice for non-luxury, at invoice for luxury and in-demand models. Get pre-approved for financing from your bank or credit union — the dealer finance office is a profit center, not a service.
The Negotiation Script
Dealer: "What monthly payment are you looking for?" You: "I am negotiating on the out-the-door price, not the monthly payment." This is the most important line. Monthly payments can be manipulated by extending the loan term. Always negotiate the total price.
The Walk-Away
If the price is not where you want it, say: "I appreciate your time. Let me think about it and I will call you tomorrow." Stand up and walk toward the door. In 80% of cases, the manager will come out with a better offer before you reach the parking lot.