Negotiation Strategies With a New-Car Salesman

Many people are intimidated by the prospect of buying a new car, and one of the main reasons is dealing with a car salesman. Few other purchases are made in the United States that involve negotiating the price. So people are uncomfortable and unsure what to do, especially when dealing with a salesman who has spent his whole life polishing his negotiating skills. However, there are some easy steps a customer can take to ensure she is dealing with a new-car salesman on level ground.

Research

Toy should prepare yourself even before going to the dealership. Read information about new car models either at the manufacturer's website or on a reputable website such as autotrader.com. Researching beforehand allows you to both have a reasonable expectation of the price of the car and what sort of options you want. Writing out what you would like (both in price and features) before you talk with a salesman will allow you to stay firm in your negotiations, especially if you are nervous.

Engaging the Salesman

When talking with a new car salesman, try to keep the conversation personable, but still business-like. Many people have the misconception that new car salesman are sleazy, and thus may come into the negotiations with a negative attitude which can make things uncomfortable. You want to be in control and patient -- the salesman will likely pitch several different offers to you, but if you already have a set price in mind, it will only be a matter of time until you are able to finish negotiations. Do not be confrontational; politely reject offers that you do not find reasonable and, when appropriate, make a counteroffer with the price you are expecting.

Miscellaneous Tips

1) If you feel uncomfortable meeting with a salesman in person, arrange to negotiate on the phone.

2) Even if you are planning to meet in person, arranging an appointment by phone is advisable because it allows you to screen the salespeople at the dealership for one you will feel most comfortable talking to.

3) If possible, try to meet on a weekday afternoon, especially after lunchtime, when dealers will be less busy and more eager to make a sale.

4) Don't lie to a salesman, especially if attempting to determine financing options.

5) Don't be afraid to walk out or ask for a new salesman if you feel uncomfortable.