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To reiterate what some have already said ... the best thing to do is research the price of the car you want to buy.
Check out various car forums, Consumer Reports (for those in the U.S. / Canada), ask car-savvy friends, etc regarding the price similar cars are actually selling for.
As for the invoice price - imho, it's more for show than anything. Sure, it may help in negotiations, but don't put much stock into the so-called invoice, which itself may not even be real, reflecting reality, because it won't account for bulk discounts, factory incentives, etc.
Also, the invoice shown may not be applicable to the specific vehicle you're seeking to buy ... cars that look practically the same may have been, and likely were, purchased at very different prices from the manufacture.
In short, research what other people actually are paying ... and then knock a bit more off that and use that as your starting number - it's easier to negotiate up than down.
As numerous others have mentioned, never negotiate payments nor financing verses cash ... stick to price ... but even that can change significantly.
Negotiate the "Drive Away Price" including delivery, tags, tax, etc... dealers hate it, because it takes money off the table, and also can be difficult for them to calculate. But many dealers will do it when pressed.
Of course, after agreeing to a price, expect the "sales manager" pushing the upsell ... undercoating, security stickers, etc. But that's often easier to manage - be friendly, but firm - just say no, over and over ... high-pressure sales people are trained to ignore the first few "nos" - so plan on saying "no" a lot.
Good luck with the purchase.
Ron
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Domagon - Website Management and Domain Name Sales
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