When you arrive at the car dealership, it is best to ask for the manager. The manager makes many decisions that a salesperson cannot make alone. If you work with a salesperson, he/she will have to consult with the manager several times during your discussion. You can save time by starting with the manager. Tell the manager exactly what kind of car you want and/or what vehicle you want to see.

When the manager shows you a vehicle, examine it carefully for all dents and scratches. Think about what the scratches could mean. Was the car well taken care of by the previous driver? Do you think the car has been in an accident?

Look over the costs listed on the window sticker. See if the window sticker costs are the same as those on the Dealer's Invoice Cost. The Dealer's Invoice Cost gives the suggested prices for all of the standard and optional equipment.

Take the vehicle on a test drive. You would never buy clothes without trying them on, so why would you buy a car without driving it first? Drive it at slow speeds and at high speeds. Does the car shift smoothly? Does the car have any strange sounds? You should make sure the heater, air conditioning, and radio work, too.

If you are happy with the car, go to the office to begin negotiating the price. Ask if there are any specials or any low-rate finance deals being offered. Sometimes the manager will not tell you about these things unless you ask. Before you make an offer, ask the manager to name his/her "best price". Then, you may counter-offer with a figure substantially below the price you are actually willing to pay. Work from there to the maximum you have set for yourself.

At some point, the manager will need to appraise your trade-in. It is unfortunate, but a few managers have been known to keep the keys while the negotiations continue. This gives the manager more power. Do not continue to negotiate until you get your keys back.

Do not give any money to the manager until you have finished the negotiations. You can show good faith when you have reached a price you can live with. Keeping your keys and asking for good faith money are ways to keep you from leaving before the manager has reached the best price. It is the manager's job to sell cars, and he/she may try to pressure you to make a decision. Do not be afraid to leave to think about it. Some managers will warn you that other people are looking at the car. They do this to push you to make a decision. It will be your car for a long time, so do not feel you need to rush. You can come back another day.

When you reach an acceptable price, it is customary to sign the transaction sheet and leave a deposit. Taxes and other charges will be listed at the bottom of the transaction sheet. The manager may try to sell you warranty insurance. This insurance lengthens the car's warranty, but generally, it is not worth it.