Is your research done? Now what
The entire issue is blown out of proportion
You can’t put products before the science
Great negotiating requires great due diligence.
Avoid cash or shopping talk.
No matter what you offer, the dealer will try to bump you.
Don’t acknowledge the asking price
Always ask for a better price at least twice before making an offer
Assertive, not aggressive
Hold your lips together tightly as the dealer plays his cards
Don’t take the dealership’s position or attitude personally
ACV versus allowance.
Either way works but one at a time works best
Due diligence is your ammunition.