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Number 1 rule. DON'T FALL IN LOVE. As soon as you determine that you absolutley have to have 'that' car, you will pay too much. There will always be another one. Especially in used cars.
If this is your first car, a used car salesman is definitely going to take advantage of you. Sorry, just the truth.
Don't go alone. I'm telling you man, this is war, and you need help. Be prepared to put some time in. You will not get the best deal in a short period of time. It takes time to wear them down. Remember, you have the money.
First, 'you' need to determine the value of the car to you. What the dealership is asking means nothing. Tell them so.
Second, do not sign anything until the price is agreed and the car is fixed. They will tell you everything except that the moon is cheese that you have to sign a contract first. Don't do it. Once you do, you lose any leverage. Do not agree to subtract the cost of repairs from the price. Make them fix it. A seat the does not return may require a new seat. The salesman will say 'we will fix it', you say 'go ahead, you will have to fix it whether you sell it to me or not so just do it before I agree on a price'. Once you start acting a little tough and let him know you will not be pushed around he will be a little more fair. Don't let your guard down. Remember, the salesman is there to sell cars. You are the guy with money in his hand. He wants your business. If he acts insulted that you offered too low, piss on him, he is just playing you.
Read up on negotiating skills at consumerreports.com and places like that.
Understand how financing comes into the negotiations. Boo is right, they make money on financing (sometimes as much as on the car) so treat those as seperate negotiations. Tell them you might be financing it if you get good enough terms. What you might find is that he will give you a lower price on the car if he thinks he can make more money on the loan too. Great, then hold him to that price when you say you will be paying cash. him: 'Oh, we can't do that' you: 'OK, goodbye'.(See RULE #1) Everything, and I mean everything, is negotiable.
Good Luck.
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I am just a simple man trying to make my way in the universe...
"Go confidently in the direction of your dreams. Live the life you have imagined." - Thoreau
"Nothing great was ever accomplished without enthusiasm" - Emerson
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