Cash is king.
I bought my Monaro CV8 and was told by dealers there was absolutely no discounting. However, after telling them I was ready to buy, and they ahd the car I wanted in stock, and I wanted the car in two days ready to roll, they caved in. I got over $5k off and still laugh when I see second hand CV8s on dealer lots with a substantially higher price than I paid new.
Trick is to negotiate in such a way that you make them feel good about it. Haggling in a demeaning way will only make them resistant.
Try this golden rule:
If you want something, place a value on it. Then, suss out the other party and think about what is of most value to them yet least cost to you. Then put your proposal to them by stating what you want first, then followed by what you are willing to concede to them.
In my case I wanted a Monaro CV8 but I did not want to finance the car. I had a set cash limit and HAD to meet that target. I went to the dealer I had chosen, and looked around the yard, the holding areas etc and counted at least 14 Monaros in stock. I also found the right colour, trans, trim combo I wanted in his stock. Sat down and got the standard line. So I explained my situation and how I was ready to buy today. No need for test drives etc and no time wasting. I then hit them with my proposal. I would buy a car at $xxxxx and I would sign now, for the car in stock, and would take delivery as soon as possible with no finance needed etc. So, I gave them the negative in the situation ( a required discount) but followed by all the positives. The human nature always gains its feelings from the last thing it hears and so the dealer, without knowing it gave a great discount because of all the positives he saw.
It works. I did a negotiation skills course and the guy running it reckoned I was an absolute shocker and how I always got more than anyone he has ever seen. Remember though that sometimes the walk out has to happen. The overlap where both parties will do a deal is not always met!
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