If you lowball too far they'll just think your stubborn, uninformed and a waste of their time. You need to be sure you look like a credible buyer. That's why.


That said - you're working in the right direction. First figure out invoice minus incentives or Edmunds - rebates as your target price and plan to stick to it. Second, put out feelers at the dealerships who have the cars you want to see who is willing to deal. Third, be firm (but respectful) when you move to close a deal. If they're reasonably honest there won't be any last-minute bait-and-switch, but if there is: walk. They may drop the charade or you may simply have to find another place to buy a car.