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

Rule 4. Be informed
Of all the advice we can offer, the most important is to be in command of all the critical information: Specifically:

• Know the actual wholesale value of the car you ma not buy . Get all the figures before you shop. If you don't have the numbers before you begin your negotiations, you run the risk of putting yourself at a negotiation disadvantage before you even begin.

• Know the true condition of the car before you bay. Follow the inspection sheets and then, if the car passes your inspection, take it to a professional. As we've mentioned more than once, the failure to inspect a used car is one of the most common mistakes that used-car buyers make. In far too many cases, the mistake ends up costing them money.

Rule 5. Plan ahead
If you are buying from a private owner or a dealership, plan your strategy. If you are buying from an auction, plan your downside escape.

Rule 6. Be prepared to walk from the deal
If it doesn't feel right, if something seems amiss, if your gut seems to be telling you that your prospective purchase is a mistake-walk away. You can always find another car.

Negotiate with a Smile. . . The Can't Deal With. That
When it comes to dealership salespeople, keep in mind that one of your most effective tactics is always to be pleasant and remain calm. There is nothing more difficult than dealing with a person who cannot be intimidated, rushed, pushed, or panicked. It's very hard to negotiate with nice people who simply refuse to negotiate.