First of all, you’ve probably already done your research on what the price of the car should be, but it does not hurt to give things one more look before you hit the negotiating table. For example, you could check out the True Market Value (TMV) tool at Edmunds.com to see what real people in your area have paid for similar cars.
Go into the negotiations with a price that’s low, but still within a reasonable range. If you start out offering $8,000 for a car the dealer’s listed at $15,000, they might laugh you right out of the office. However, if you know that most people are spending about $14,000 for comparable cars, you might be able to start with a price of $13,000 or $13,500. You should also have a maximum amount you are willing to pay for in your head, and if the seller does not come to at least that price, it is time to walk away.