As you know, it is all negotiable. Just because the numbers are on a piece of paper does not legitimize them or mean that you have to pay it. I think people sometimes forget that they are the ones with the money. My strategy is to research the car I need extensively, know what I am willing to pay out the door (in other words, here is the amount I will pay inclusive of everything including taxes), and tie up as much of the salesperson's time as is possible. I pay cash, but don't reveal that till we have an agreement on the price, and I don't trade-in cars (I sell them privately).
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Originally Posted by drpepper
Most all dealers work the same way. I was at a local Toyota dealer for an oil change. While there I talked to a salesman about a new Scion XB. He said that they advertise "NO" additional mark up ever because it's the right thing to do. I asked if they had a dock fee and he said yes it was $700. Seems to me that's a little deceptive. That would be additional mark up to me but after the fact instead of before. I worked in the new car field for many years so I knew the answer to my question ahead of time. I just wanted him to say it and see if he could keep a straight face.
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