Negotiating a great car price starts long before you step into the dealership. Researching the vehicle you want is essential. Check market prices, compare deals from different dealerships, and understand the manufacturer’s suggested retail price (MSRP) versus the invoice price. The more information you have, the better positioned you’ll be.

Financing is another key factor. Securing a pre-approved loan from a bank or credit union before visiting the dealership gives you a clear idea of your budget and prevents dealers from controlling the financing terms. It also gives you leverage when negotiating, as dealers may try to beat your current financing offer.

Online resources can be a game-changer. Reviews, rankings, and price comparison tools help you identify fair market values, allowing you to recognize a good deal when you see one. When you arrive at the dealership armed with knowledge, you’re less likely to fall for high-pressure sales tactics.

Once you’re face-to-face with a salesperson, staying focused is crucial. Dealers often try to steer the conversation toward monthly payments rather than the total price—don’t fall for this tactic. Instead, negotiate the full cost of the car first, then discuss financing, trade-ins, and add-ons separately.

One of the most effective negotiation strategies is to ask the salesperson for their best price and remain silent. Salespeople are trained to control conversations, but if you hold back, they may lower the price just to break the silence. If they refuse to negotiate, don’t be afraid to walk away—sometimes, that’s the best way to get a better offer.

Another smart move is to shop at multiple dealerships. Let them know you’re considering other offers, and use those quotes as leverage. Some dealerships offer price-matching or will even undercut competitors to close a deal.

Timing plays a big role in getting the best price. The end of the month, quarter, or year is when dealerships are eager to meet sales targets, making them more likely to offer discounts. Shopping during weekdays can also be beneficial since showrooms are less crowded, and salespeople have more time to work with you.

Many dealers try to increase their profits by selling unnecessary add-ons. Be cautious of extended warranties, interior protection plans, and extra fees labeled as “mandatory.” Always question these charges and negotiate them just like the car price.

A great strategy is to request free extras instead of discounts. Asking for complimentary oil changes, an upgraded warranty, or free registration can add significant value to your purchase without affecting the dealership’s bottom line too much.

By following these strategies, you can confidently negotiate a fair price and drive away in your new car knowing you got the best deal possible.