What about just walking in and making an offer based on what I think is a good deal?  

That’s not the best way.  You may have done some research but was it the right research.  Auto dealers negotiate and make deals, every day.  They know what to say and do, so you will move on your price or look at a different model.

“When I was “moving iron” for a living it was relatively common for a prospect to make an offer that was five hundred, or maybe a thousand more,  then we would have been willing to sell the car for, if we were pressured in the right way.  We never agreed to the offer right away, we bumped them, a little, so they would feel like they got a good deal.  If you make an offer and the dealer says yes without t a little negotiating you might feel like you offered too much.

The tough guy approach either gets you a bad deal or the communication  is so poor that you end up not buying.  One important point is to keep it friendly.  I said friendly not sheepish.  You can be assertive and friendly at the same time.  Remember what the other posts on this blog have indicated?

1.Shop a few dealers , at least three, for the same product.  

2. Make a list of the things you need to know and what were the dealers answers and compare that information.

If you still want to buy from one of the dealers whose price isn’t the lowest, make an offer in a pleasant and friendly atmosphere.  Make them want your business.  If they won’t match the figure, (be sure the figures you have from the other dealers are authentic) ask them “Why not”. There could be a good reason but it is probably a bottom line that has been drawn by upper management.  It’s decision time but don’t give in unless you have walked out, at least once.  Always keep it friendly and do your complete homework before you make an offer.