How to Negotiate a Car Price

Know the vehicle before negotiating

Research comparable vehicles by year, trim, mileage, condition and location. The more comparable the examples, the more useful the comparison.

Ask for the out-the-door price

Ask for the complete amount required to purchase the vehicle, including applicable taxes and fees. This makes it easier to compare offers.

Keep financing separate

When possible, evaluate the vehicle price and financing terms separately. A low monthly payment can hide a longer loan term or higher total interest.

Don't negotiate against yourself

Ask the seller for their best complete price and respond to the actual numbers. You do not need to volunteer a higher budget simply because you can afford it.

Be prepared to walk away

If the price, vehicle condition or terms don't work for you, pausing or leaving the negotiation is an option.