Buying a 2011 Subaru Outback, and saving $4000 off of MSRP.
My motto has been: Confidence, calm, focus.
- Confidence: I had to be backed by some sort of good numbers for me to start negotiating clear minded and the Car Cost Canada report helped me for this.
- Calm: I think that if you are calm, the sales rep will remain calm and it will help to have a fair and straight process.
- Focus: Stick to your guns, for sure the sales rep and the sales director will try to lure you, that's their all-day job. By being prepared (do your "homeworks" prior to negotiation) you will be able to easily avoid their tricks.
Having been confident, calm and focus, it didn't take long for the sales rep to be replaced by his director in our negotiations. Also, after 2 or 3 attempts to lure me with "weird numbers explanation", they took me as serious as it can get and started to talk real honnest business with me.