How to negotiate a car price: a plain checklist
Updated
Decide the exact car first, then ask several dealers for an itemized out-the-door price in writing. Negotiate that total, not the monthly payment. Keep the trade-in and financing as separate conversations, arrange outside financing to compare, question every add-on, and read the final paperwork line by line before you sign.
A plain checklist
- Pick the exact car. Year, model, trim, options and colors you would accept. Vague requests get vague quotes.
- Know the numbers. The MSRP, the invoice price and any current incentives.
- Ask more than one dealer. Request an itemized out-the-door price by email or text, for a specific car on the lot.
- Negotiate the total. Not the payment: a longer term can lower the payment and raise the cost.
- Separate the trade-in. Get a price for your old car on its own, so a good trade number cannot hide a bad deal.
- Bring your own financing. A pre-approval from a bank or credit union gives you a rate to compare with the dealer's.
- Question the add-ons and fees. See dealer fees for which are fixed.
- Read before you sign. The contract should match the written quote line for line. If it does not, stop.
What not to do
Do not decide on the spot under pressure, do not say what monthly payment you want before the price is agreed, and do not sign anything that differs from what was put in writing. Walking away is part of negotiating.
Or hand it off
DriveEasier runs this checklist for you: a sales team that makes every call, dealers that compete while you decide at home, and one out-the-door number in writing. Flat $1,000, and dealers pay us nothing. See Car buying service.
Want someone to negotiate it for you?
Tell us the car. We source it, negotiate it and bring back one exact quote. Flat $1,000.