How Do You Keep Trade-In Negotiations Separate From New Car Price Negotiations?
Some new car dealers will “play with the numbers” when you are trying to trade in an old car on a new one. For instance, they may lower the price on the new car, but at the same time, give you less for your trade-in. You can keep these negotiations separate so that you can drive away with the best possible deal. Keep trade-in negotiations separate from new-car price negotiations by getting a commitment from the dealer on the cost of the new car first. Many times, a car salesman will immediately ask whether you have a trade-in, even before you go on a test drive. Remain vague about this point, responding with “I’m not sure yet. It depends upon the price of the new car.” Leave your trade-in at home when you go to the dealer, and negotiate for a price on the new car. Many salespeople are trained to spot the car you drove to the lot, and immediately check the Kelley Blue Book so that they have a price in mind when you start to negotiate. Research the value of your trade-in, including both
