If You Know Their Rules ...
You Can Play Their Games

Your countertactic
Stay on your "horse," unless you feel that they will meet your deal.

Good Guy / Bad Guy
During the negotiation the salesman might bring in another person-it could be the store "closer" or the sales manager who will become the bad guy and accuse you of trying to steal a car or of not being realistic about your offer. Generally, their tactic is to position them as the bad guy and imply that there is no way you can buy the car at your price. At some appropriate moment, known only to them, they both leave. Almost immediately your good guy salesman steps back in, apologizes for the brutish behavior of the "bad guy," and tells you that he has come to the rescue. He will get you the deal ... if only you can help him out a little and raise your offer. You agree and, lo and behold, he goes into the sales manager's office and comes out with a signed buyer's order.

Your countertactic
Don't put up with this routine. When you sense the bad guy has arrived, listen patiently for a minute or so to be sure you understand that the good guy/bad guy ploy is being used. Then stand up, tell the good guy salesman that he has your offer ... and your only offer ... and that if he'd like to do business, to give you a call. In the meantime, make it clear that you plan to shop other dealerships. Keep in mind that the last thing in the world they want is to see a checkbook walk off their lot and into a competitive dealership. Chances are, unless your deal is below their true costs, or unless you're trying to buy a car that is in great demand but in low supply, you'll make your deal.