Finalize the Deal
Don't go during special sales events solicited by direct mail. These are often run by contracted specialists trained in techniques that increase a dealer's profit.
Do inspect and test drive the car you're buying. Verify that it's the right trim level with the right features.
Do walk out if a salesperson tries to raise the price you negotiated. Take your lowest competitive quotes and estimated dealer-cost figure to use as leverage if you plan to do some final negotiating in the showroom. Don't negotiate around a monthly payment figure. This gives the salesperson too much room to manipulate figures to the dealer's advantage, especially if you have a trade-in or are financing through the dealer.
Do negotiate one thing at a time. Nail down the new-car price before you negotiate the trade-in or financing terms.
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