What attitude should I have when negotiating with a dealer?

What attitude should I have when negotiating with a dealer?

James Bell (Publisher, Auto Reviewer) gives expert video advice on: How can I figure out an offer on a new car?; What steps should I take before negotiating the purchase price of my new car? and more...

The personality or sense you want to bring into the process is that you're well informed, you know how much you want to pay and not a penny more, you're confident, and if at any point in the process it starts to go a way your not comfortable with then you can always get up and walk away, there are plenty of otherdealerships to visit. Your playing right into the dealers hand if you show them how desperate you are for a new vehicle and they know if they keep whittling away and having you speak to different people and really stall the process eventually you'll just sign whatever you can to get that car. There's a lot of buyers remorse in that situation. You want to make sure that you're always willing to walk. Remember, if you don't get the car that day you'll find it from a potentially a better dealer at a different location the next day.