I tried my hand at selling cars about 14 years ago. I had to take a 2 week sales course and the number one thing they taught us was "take control." Whoever gets the upper hand first usually wins, remember that.
I'm going to second (or third) do not fall in love. Actually, toss out some hints that you're not completely sold on the car. If the salesman thinks you're on the fence about buying, he might offer a few things (CD player, seats fixed) without you asking.
Do not talk price until the end! He's gonna want to know right at the beginning, but just keep telling him "let's not worry about that right now." Make sure all the repairs are agreed to (and on paper) before any prices are thrown around.
Get as much knowledge about your car before walking on the lot. Find out the trade-in, private party, and retail cost of your car. If you can't find it online, go to a new car dealer and ask if they'll look it up for you (they all work from the sale books). Also, go online and look for any forums specific to your make and model, you might find out what to look for and look out for (rust, bad electrics, etc.).
Wait until the last week of the month to go in. If your salesman is short on his sales that month, he'll do just about anything to make the sale.
If anything doesn't go the way you want, walk. I remember when I was little (12 or so) I went with my grandfather to buy a new car. The negotiations when south and we left abruptly. The salesman RAN after us when we were in the old car driving towards the exit... I remember that every time I get into a price negotiation.
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