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

Summary
In sum, the key to these rules is to follow them. If you permit yourself to compromise or give in on even one, you dramatically decrease the odds of getting a good car at a great price.

How Much Should You Negotiate?

That really depends on how much time you want to invest, how much you enjoy the process, and how good you are. It's our suggestion that if you're like most of us, you should realize that if you're negotiating with a car dealer, you're dealing with someone who has a lot more experience than you do when it comes to negotiating. We know of car salespeople who work very hard to create the impression that their customers have negotiated a truly once-in-a-lifetime deal. They will groan and show signs of great internal pain as they slowly reduce their price and appear to give away the store to the buyer. Seldom are they giving away anything.

Should you up your bid one more time?
That's for you to decide. Ideally, you should raise your bid only once. A second raise should be made only if it means striking a compromise price that will close the deal on terms satisfactory to ,you. Remember however, once a negotiator feels that he can move you off your price. even a little, he will read that as a signal to keep on hammering.

Whatever you do, don't start feeling sorry for the salespeople. They don't feel sorry for you. They know, as you should know, that this is a bargain-based business and the best bargainer wins.