Section 1 - Target Vehicle Summary
Vehicle: [[Target Vehicle Year/Make/Model/Trim]]
Listed/Asking Price: $[[Listed Price]]
Market Data Gathered: [[Comparable Listings/KBB/Edmunds Price Range]]
Financing Status: [ ] Pre-approved elsewhere [ ] Will use dealer financing [ ] Cash
Section 2 - Pre-Negotiation Research
- Look up invoice price vs. MSRP for new vehicles, or comparable sold listings (KBB, Edmunds, CarGurus) for used vehicles: [[Invoice/MSRP or Comps]]
- Check current manufacturer incentives and rebates: [[Available Incentives - or "None found"]]
- Estimate total out-the-door price: vehicle price + destination + doc fee + tax/title/registration - incentives = [[Estimated OTD Price]]
- Identify comparable listings within [[Radius - e.g. 100 miles]] to use as negotiating leverage.
Section 3 - The Four Separate Transactions
Negotiate these independently - never let the dealer combine them into a single "monthly payment" number:
| Transaction | What to Negotiate | Your Target |
|---|
| 1. Vehicle Price | Out-the-door price, not MSRP | $[[Target OTD Price]] |
| 2. Trade-In | Trade-in value, negotiated separately from purchase price | $[[Target Trade-In Value]] |
| 3. Financing | APR, term - compare to pre-approval | [[Target APR]]% |
| 4. Add-Ons/F&I Products | Extended warranty, GAP, etch - decline or negotiate individually | [[Add-Ons to Decline or Accept]] |
Section 4 - Negotiation Strategy
- Lead with out-the-door price. State your target number and ask the dealer to structure a deal around it - do not discuss monthly payment until price is settled.
- Arrive pre-approved. A pre-approval letter from a bank/credit union gives you a baseline APR to compare against dealer financing and prevents F&I rate markup.
- Separate the trade-in. Get an independent trade-in offer (e.g., from a competing dealer or online buyer) before disclosing you have a trade-in.
- Use market data as leverage. Reference comparable listings: "I've found [[Comparable Vehicle]] listed at $[[Comparable Price]] - can you match or beat that out-the-door?"
- Be prepared to walk away. Politeness with a firm walk-away point is the single most effective negotiating tool.
Section 5 - Sample Scripts
> "I'd like to agree on the out-the-door price first, before we talk trade-in or financing. Based on comparable sales, I'm targeting $[[Target OTD Price]]."
> "I have financing pre-approved at [[Pre-Approved APR]]%. If you can beat that rate, I'm happy to finance here - otherwise I'll use my own lender."
> "I appreciate the offer on the extended warranty, but I'll pass on the F&I add-ons today."
Section 6 - Fees and Red Flags to Question
- Documentation/doc fee - ask the exact amount and whether it is capped by state law: [[Doc Fee Amount]]
- Add-on products pre-installed and priced before you arrive (nitrogen tires, fabric protection, etch) - these are typically negotiable or removable.
- "Payment packing" - when a dealer quotes a monthly payment that hides a longer loan term or unfavorable APR. Always verify total price and APR independently of the monthly number.
- Any fee not clearly itemized on the buyer's order/purchase agreement.
Section 7 - Final Checklist Before Signing
- Out-the-door price matches your negotiated target: [[Yes/No]]
- Trade-in value negotiated separately and disclosed: [[Yes/No]]
- APR and loan term match pre-approval or better: [[Yes/No]]
- All add-ons reviewed and unwanted ones declined: [[Yes/No]]
- All fees itemized on the buyer's order: [[Yes/No]]
> ⚠️ Template example - general consumer guidance, not financial or legal advice. Financing terms, incentives, and fees vary by lender, manufacturer, and state - verify current figures before signing. Framework current as of June 2026.
