In 2004 I found a 2000 GMC Jimmy that I wanted to buy for work. It had 29000 miles on it and the retail value per NADA was 17,000. I test drove it, got a CARFAX on it, found out the dealer had taken it in trade and asked for the number of the folks that traded it in. I called the lady and asked her questions ONLY the owner of the car would have known. They traded it in on a new car so I knew the dealer probably hosed her.
I sit down with the salesman and he tells me they want 16,990 for the car. I offered 12,300. He left me sitting there while he talked to his "Manager". He comes back and says "Great news, we came down about $1000 to 16,150." I said "I dont know where you're from but thats not $1000." He says, "Yeah, but it's close."
I said, "I'll give you 12,400." Of course he comes back and says they will let me have it for 15,990.
I told him I was tired of wasting his time and my last offer is $12,550. He came back and shook my hand finalizing the deal at $12,550.
The rules are
-----Do NOT fall 'in love' with a car.
-----ALWAYS be prepared to walk away.
-----ALWAYS have another car, at another dealership or private owner, that you would be happy with.
-----Remember, you CAN NOT hurt these peoples feelings. They do NOT take it personally if you offer a number way lower than what they want.