Buying a new or used car is exciting, but few people enjoy the negotiation and purchase process. The final price depends on several factors. Many buyers avoid negotiating because they find the process confusing or uncomfortable.
Whether you’re comfortable negotiating or would rather skip the haggling, knowing when to negotiate, accept an offer, or walk away can save you money.
Let’s take a look at how to prepare for negotiations, common techniques and tactics, what to bring to the dealership before a purchase, and when to recognize the asking price is fair.
Visit Kelley Blue Book’s Affordability Information Center to learn more about vehicle pricing, financing, and incentives.
Car Negotiation Checklists
Get ready before you shop, then pack for the dealership
Requirements vary by state and dealer. Call ahead to confirm what you’ll need.
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When You Arrive at the Dealership
It’s easy to get sidetracked talking about monthly payments or your trade-in value, but you should start by negotiating the “out-the-door” price for the vehicle you want. This includes the vehicle’s price, taxes, and dealer fees, but not financing charges.
Agree on that price before discussing your trade-in or financing. Keeping these parts of the transaction separate makes it easier to spot unnecessary charges and determine whether you’re getting a fair deal.
Once you’ve settled on the purchase price, you can then start negotiating your trade-in value. Know the car’s value, condition, remaining loan balance, and any outstanding repairs. Kelley Blue Book’s My Car’s Value tool lets you search by vehicle identification number (VIN), make and model, or license plate, providing a useful starting point for negotiations. Dealers also consider local demand, inventory, vehicle condition, and reconditioning costs when making an offer. Compare their offer with the written quotes you collected before shopping.
7 Dealer Negotiation Tactics and How to Counter Them
Recognize the sales playbook, focus on the total cost and be ready to walk away.
At the Sales Desk
- The Payment Question: A longer loan term can lower your monthly payment while increasing the total cost.Counter: Lock in the out-the-door price first and copare the total cost of financing.
- The Four-Square Worksheet: The dealer presents the car’s price, trade-in, down payment, and payment together, making it harder to see how changes to one number affect the others.Counter: Negotiate each part separately and review the final number together.
- The Long Wait: Extended trips “to the manager” wear you down until you say yes.Counter: Set a time limit and stick to it.
- Friendly Face, Tough Boss: A likable salesperson may hand you off a hard-line closer who takes a tougher stance.Counter: Stay focused on your price limit, regardless of who’s negotiating.
In the Finance Office
- The Late-Stage Upsell: Extended warranties, maintenance plans, VIN etching, and other add-ons pitched after the price is set.Counter: Ask for an itemized buyer’s order and decline products you don’t want.
- The Marked-Up Rate: You’re quoted a higher rate than what was discussed earlier.Counter: Get preapproved before you shop and compare annual percentage rates (APRs), loan terms, and total financing costs.
- The Strings-Attached Discount: The best price may require dealer financing or a specific package.Counter: Compare the total cost with and without those conditions, including any financing charges.
When Negotiating Isn’t the Best Choice
Negotiating and knowing when to walk away from a deal can save you money, but not every purchase calls for haggling. Shopping at a no-haggle dealership is one example. Some national and online dealers use fixed vehicle prices and generally don’t negotiate trade-in offers. Taxes and related fees still apply, so compare the final out-the-door price with other sellers. Focus on whether its price is competitive.
Negotiating may also have limited results when a vehicle is in high demand or short supply. If you’ve researched comparable vehicles and the asking price is fair, paying it may make more sense than risking the sale over a small discount. However, being in a hurry isn’t a reason to skip your homework or accept a bad deal.
Car-buying basics
What’s up for negotiation when you buy a car?
You can negotiate
- Vehicle price – know fair market value first
- APR and interest rate – bring a bank or credit union preapproval
- Loan term – shorter means less total interest
- Prepayment penalty – ask to have it removed
- Optional add-ons – warranties, GAP, credit insurance, tint, wheel protection
- Trade-in value – compare dealer offers with a private sale
- Dealer fees – doc, prep, delivery, origination, markups over MSRP
You can’t negotiate
Down payment, manufacturer incentives and insurance
Watch the total, not the monthly payment
Same $20,000 loan at 4.75% APR:
Source: Consumer Financial Protection Bureau. Loan figures rounded to the nearest dollar.
Negative equity — owing more on your trade-in than it’s worth — complicates the transaction but doesn’t eliminate your ability to negotiate. Be especially cautious about rolling that balance into a new loan, which increases the amount you borrow and can leave you further underwater.
Finally, know when to stop negotiating. A fair deal doesn’t always mean getting the lowest possible price. If you’re within a few hundred dollars of your target price, consider whether the difference justifies walking away. What matters is that the vehicle fits your budget, the terms are clear, and you’re comfortable with the final cost.
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.kbb-neg .stat .sub{display:block;font-size:.78rem;color:var(–kbb-n200);}
.kbb-neg .stat .sub b{color:var(–brand-accent);}
.kbb-neg .source{margin:10px 0 0;font-size:.72rem;color:var(–brand-ink-muted);}
.kbb-neg .source a{color:var(–brand-primary);}
