In that case, what I would do is approach them like normal. Like you are a stand up guy, got your stuff straight.

You go in, looking for a car (pre-shop online to get a feel for the average price of the car...gives you a better bargaining position for later.) All the accessories are an automatic 200% mark-up at a minimum.

If you have pre-shopped, you have a pretty good idea what you are looking for. Don't go for it straight away. Make it seem like you are interested in a different car, but nothing is right for you...make him work for the sale. Play a hardline and get him to come down. If you don't like the deal, walk away. Say it isn't worth that price and turn to go. If he doesn't come with a better deal, it is probably a bad dealership anyways.

Never be afraid to just walk away.
Go to the dealership to buy later in the month, last week or so. Salespeople have a quota to reach every month and taxes on cars on the lot are paid at the end of the month so you are more likely to get a better deal.

If he does come with a better deal, drop it by a grand or two and offer the cash. Most dealerships would still rather have cash in the bank than a loan being paid.


Another tactic is to get a quote from somewhere else and lie about it. Say someone quotes you 24,999 for something, tell the guy they said 22,999...