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  #13  
Old 03-27-2012, 02:32 PM
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Re: How to negotiate

Also don't be afraid to tell the dealer that you are looking at other makes/models and that you are not set on getting a JGC. I knew I wanted the GC but I had also looked at Equinox's and priced them. I let the dealer know that I could get a loaded out Equinox for cheaper than the Laredo I was looking at and all of a sudden the price got much lower. I spent more time negotiating my trade in than I did for the GC. I also started to walk when they wouldn't come up to what I wanted for the trade but in the end I got what I felt was fair for my trade and got around $3500 off of MSRP for the Laredo. I used trucar to figure the max I would pay and went from there. Also if you are trading a car in don't go buy what KBB and the other sites tell you, they are usually way low. Got to autotrader.com and see what a vehicle like yours is selling for on local lots. The car websites said my Tacoma was only worth $10,500 traded in but I saw where similar Tacomas were selling for between 15K and 16K used and I negotiated from there.
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  #14  
Old 03-28-2012, 09:55 AM
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I am personally not a very good negotiator in person. I can't stand the back and forth, not knowing/haggling.

For mine, I got the MSRP, invoice, checked the threads here, and truecar.com prices. Then I went through Jeep.com Inventory finder. Found the one I wanted and used the dealers "Make an Offer" button on the website. Put in a bit below the Truecar.com price and they emailed back a counter that was between the two. I wound up getting 9.2% off MSRP. Did the whole deal via email over the course of a week and didn't even speak to the dealer until I walked in deal in hand.
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Old 03-28-2012, 05:31 PM
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Re: How to negotiate

There's some great advice on this thread. Now I need to take it instead of doing the haggling thing in person at the dealer.
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Old 03-28-2012, 07:30 PM
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Re: How to negotiate

I did some negotiating over email, then went into the dealer when I got bored. They didn't have the car I wanted at the lot (and I knew it), so I did my negotiating based on a Limited that I didn't want. They found the car with the options I wanted, which was a PITA since I wanted a Laredo with QT-II, but not a Laredo X. Got something like 3000 off sticker (I really don't remember, I negotiated based on OTD price. I never even SAW the price of mine until I signed the paperwork), plus $500 more on my trade than I got offered.
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Old 03-29-2012, 11:28 AM
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Re: How to negotiate

First off, disregard the MSRP price (who knows what mark-ups are on there). Ask to see the Invoice price and negotaiate off of that. Start with just offering Invoice but don't let them drive you above Invoice + $500. This will all vary on the type of car, so dealers can pick and choose on the type of car (Mustang 5.0 or Prius for example) and won't even go close to the invoice price. I use USAA and let them haggle the price for me, makes it very easy, they negotiate Invoice + $500 and add in extra incentives if offered.
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Old 03-29-2012, 12:23 PM
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Re: How to negotiate

I refuse to pay more than invoice. The only exception to that philosophy was when the "C" came out in May, 2004. It was in such demand that dealers were getting up to $10,000 above sticker. I settled to pay sticker.

As another example, I just picked up anew Ram two weeks ago and paid $ 400 below sticker minus $3000 in rebates.
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Old 03-29-2012, 01:41 PM
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Re: How to negotiate

Lots of good advice so far. I believe in being armed with as much information as possible. These days, many dealers are offering very aggressive pricing on line. It's pretty easy to take some of these ads to a couple of dealers of your choice and let them know that the best price gets your business. Some won't play, but most will.

I strongly believe in treating the dealer and its salespeople as equals, entitled to a fair price (as compared to what's happening in the marketplace). But, the second they start playing games . . . crap like $600 pinstriping, etc. . . . they're out of contention. When I bought my 2012 Overland, I did about 95% of the negotiation by email (I was out of the country). After a bit of give and take I told them exactly what it would take to get my business and they met that price. The other thing I told them was that the deal would "blow up" if they tried to sell me any of the aftermarket stuff/warranties/protections packages" in completing the transaction. They respected my desires and we had the paperwork done in about 10 - 15 minutes. It was a great experience, one that will bring me back to that dealership if another Jeep is in my future at some point down the road.
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Old 03-29-2012, 02:39 PM
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Re: How to negotiate

Go to another dealership until one gives you a price you're willing to pay. If they don't have the vehicle you want, let them find it for you. Sometimes they'll just snag it from a previous dealer you were working with.
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  #21  
Old 03-29-2012, 03:33 PM
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Re: How to negotiate

Most important things about negotiating are:

1. Knowledge. When you know the MSRP, the invoice, the holdback, what you can get using buying services like TreadLightly, Costco, or ZAG, and what all the available incentives are that you qualify for, you know what you should pay.

2. Keeping control. When you enter the dealership to negotiate, you loose control. Thats why I prefer to negotiate from the comfort of my home, where I can get several quotes from different dealers and examine them, where I can step away from the computer and think about my options before I decide. Dealers will always try and get you in there without committing, because they know this too. Its harder for you to walk out of the dealership than it is to just ignore an email or phone call from your home. I had a SERIOUS problem with this when buying the Jeep, and one dealer flat out refused to help me if I would not come in the dealership and talk numbers, he was incredibly rude and refused to answer my questions. So...I crossed them off my list and bought it from someone else.

Its also important to be fair, beating some guy up for the last $5 isn't the goal, the goal is to pay as good a price as you can.

The Jeep is a good seller, but they have plenty of them out there, and gas prices aren't helping. So you should be able to get a great deal. MSRP is completely absurd.
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  #22  
Old 03-29-2012, 05:44 PM
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Re: How to negotiate

If they ask me to come in for a test drive, how should I maintain control? Do I not go in, or do I go in for the test drive?
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Old 03-29-2012, 05:55 PM
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Re: How to negotiate

If you want a test drive then by all means go in and do it. You don't have to talk money until you have done your homework and are ready to make an informed decision. Stay in control of the negotiation as much as possible and don'tbe afraid to walk out if you don't like the way things are going.
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  #24  
Old 03-29-2012, 06:00 PM
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Re: How to negotiate

Quote:
Originally Posted by iwearpumas View Post
If they ask me to come in for a test drive, how should I maintain control? Do I not go in, or do I go in for the test drive?
I would go into a dealer and drive a few, then separate the test drive and the negotiation. Get a feel for the vehicle and powertrain you want, then figure out the equipment and packages on your own and contact the dealers for negotiation. When you drive them don't even let on that you're really interested, tell them you're just in the neighborhood and had some time and wanted to check a couple out, but you're a good while away from a purchase.

Just don't let them sit you down and start negotiating after the test drive. Drive it, and leave.
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