First of all you should let the dealer make the first offer, but having done your homework you should make an offer a little below what you are actually willing to pay. Let them consider your offer and then if they make a counter, you can offer them a couple of hundred over the invoice, don*t pay more than that.
The real secret is knowing what the vehicle costs truly is before you enter any dealership. You can also do your negotiating over the internet at most stores so you don*t have the face=to-face encounter if that makes you more comfortable.
Most deals will have a "doc" fee, that helps them defray the costs of all the documentation that must be done on a transaction. If it is over
$200.00 question it, offer them a lower amount and try to get the amount lower. Some will accommodate your request some will not.
〉 Answered on Apr 16th, 2009 by Jessie L Thatcher, F&I and Sales Specialist at Reynolds and Reynolds Company (Retired)