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How to negotiate the best price on a car Advertiser Disclosure Advertiser Disclosure We are an independent, advertising-supported comparison service. Our mission is to help you make better financial decisions by offering you interactive financial calculators and tools as well as publishing original and objective content, by enabling you to conduct research and compare information for free to help you make informed financial decisions. Bankrate has agreements with issuers such as, but not limited to, American Express, Bank of America, Capital One, Chase, Citi and Discover. How We Make Money The deals that are displayed on this site are from companies that compensate us. This compensation could affect how and when products are featured on this website, for example for instance, the sequence in which they appear within the listing categories in the event that they are not permitted by law for our mortgage, home equity, and other home lending products. However, this compensation will affect the information we provide, or the reviews that you see on this site. We do not contain the vast array of companies or financial offerings that could be open to you.
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4 min read published September 20, 2022
Writen by Rebecca Betterton Written by Auto Loans Reporter
Rebecca Betterton is the auto loans reporter for Bankrate. She has a specialization in helping readers with the ways and pitfalls of using loans to buy the car they want.
Edited by Rhys Subitch Edited by Auto loans editor
Rhys has been editing and writing for Bankrate since the end of 2021. They are dedicated to helping readers gain confidence to control their finances by providing precise, well-researched and informative facts that break down otherwise complex topics into manageable bites.
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Buying a new car is exciting , however, negotiating an affordable price can be like a daunting task. Prepare yourself to feeling confident and pushing for the price you deserve. 7 steps to negotiate your car’s price. Make yourself more successful when you negotiate by researching your options. These steps will allow you to be more prepared to negotiate with the seller and ensure to negotiate a deal that’s within your budget. 1. Figure out the essentials Before negotiations can start, think about what kind of vehicle you’d like to own. If you don’t already have the perfect set of wheels picked out, consider your needs and your lifestyle. Are you likely to drive long distances or through high traffic, and require an efficient vehicle that is fuel-efficient? Are you only traveling with your partner, or will you require a larger vehicle to carry your children or relatives? Are any features non-negotiable? These are just some of the questions to consider when determining which makes and models to choose . Also, you can run the numbers to determine the approximate amount . Use an auto loan calculator to calculate the cost of a monthly installment, and don’t forget to think about the other aspect when deciding on a budget. Decide on the amount you want to pay, and keep that figure in mind while negotiating. 2. Get preapproved for financing The next thing you need to consider is financing. You should think about financing prior to going to a dealership to purchase a car. Most car dealerships offer in-house financing but it is . Dealerships usually mark up their loan rates so they can earn a profit. You will find better offers from credit unions, banks and online lenders. Compare deals and on the internet. Securing financing will help you keep your foot on the ground. You’ll know precisely what you will have to spend, which will mean less temptation to purchase upgrades or expensive accessories. Additionally, preapproval grants you the power to negotiate. The dealer could be willing to match or beat the other offers that you receive to gain your business. To find out what your the monthly payment could be with different rates and loan conditions. 3. Find out the value of the car Conduct research to find the car’s worth and then write down the following figures as follows: Manufacturer Suggested Price (MSRP) is the suggested sales price per the automaker, also referred to as the sticker price Invoice price: The amount the dealer pays to the manufacturer to purchase the car. Fair market value : The average price others are paying for the same or comparable vehicle . Find your MSRP in the pricing sheet that is attached to the window of the car. It is possible to determine the invoice price and fair market value using the internet or using a the aid of a tool. If you are looking to purchase a new car, use the invoice price as a starting place. Ideally, the price you settle on should be between the MSRP and this figure. If you’re purchasing a used vehicle or a used vehicle, you’ll be more flexible when it comes to negotiating according to the car’s make, model mileage, and condition. 4. Check out dealerships. Even if the dealership offers good deals on vehicles you like however, it’s not the best option. Beware of dealerships that charge excessive dealer costs or have bad reputations. Read online reviews to get insight from past customers. Also, ask about the dealer’s fees prior to you decide to purchase the next car. 5. Shop around Unless you know exactly what car you want, up to the manufacturer, model and VIN Shop for a while. Visit the dealerships in your area in the span of the course of a few weeks. Learn about the cars that are available, and talk to a couple of different salespeople. Make a shortlist of the top three options. Then look up the MSRP, invoice price and fair market value. This will help you in the process. You’ll have the pricing information needed to negotiate the best deal and the dealer will know you’ve conducted your own research. It is harder to negotiate — and easier to overpay on a vehicle when you hurry through the purchasing process. 6. Read up on negotiation tips Salespeople want you to negotiate the price of your car. Do not be embarrassed to ask for a price for a price, but ensure you have the plan. Prepare cost report or comparison sheet. Check websites like and . If you are aware of what a fair price for the vehicle is, or the dealership you are considering offers the best price, then communicate that information. This gives you an edge when negotiating. Keep your cool. Even if you’re nervous about seeking a better price don’t display it. Make sure you are confident in telling them the price you want to pay. It also implies faith in knowing what you’re entitled to. For instance, if know you have good credit make use of that to your advantage when discussing financing with a dealership. Prepare yourself for the long haul. It’s not uncommon to find the negotiation process to take time. Prepare for an extended stay at the dealership by being well-rested and minimizing any chances of becoming irritable or rushing because of thirst, hunger or other distractions. If you can’t get to the price you desire Don’t be afraid to walk away. You may find another car for sale and a better price elsewhere, or go back to the dealership another day and try to negotiate again. The fact that you walk away proves that you are serious about getting an excellent deal. 7. Alternate salesperson if you’re working with a salesperson that is infuriating you, locate another person who can help. It’s best to move your business to a different dealership to ensure that you are treated with respect when shopping and to negotiate the best deal on the car you want. Next steps Buying a car is a laborious process however, when you’re spending this much money, you want to be sure to get the car you want at the price you want before you close the deal. Take time before arriving at the dealership to make yourself comfortable to bargain with confidence and be knowledgeable about how much you should spend. Don’t be afraid to request the price you’d like to pay and walk away if necessary. Learn more
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Written by Auto Loans Reporter
Rebecca Betterton is the auto loans reporter for Bankrate. She is a specialist in helping readers in navigating the ways and pitfalls of borrowing money to purchase a car.
Editor: Rhys Subitch Edited by Auto loans editor
Rhys has been editing and writing for Bankrate from late 2021. They are passionate about helping readers feel confident to manage their finances with precise, well-studied information that breaks down complicated subjects into digestible pieces.
Auto loans editor
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