6. Negotiate Price

• Always negotiate up from the invoice price (the dealer’s approximate cost plus 2–3%), never down from the manufacturer’s suggested retail price.
• A reasonable price is usually 3–5% above invoice, depending on market demand.
• Once you agree on sales price, make sure that it includes all of the agreed-upon items, i.e., CD player, anti-lock brakes, etc. Get it in writing.
• Or you can shop at a dealer or retailer who has fixed prices. Have them sign a statement detailing the price and options you agree on. Only then should you ask about rebates.

< Step 5 | Step 7 >