How to Negotiate Buying a New Car

"CATHY DROZ: I'm Cathy D. BILL ZERVAKOS: And I'm Bill Z with Two for the Road USA on behalf of Expert Village. In this clip, we're going to talk about the negotiation process. And one thing you do not want to do is mention anything about a trade, if you have one. That will come later. While you don't want to mention anything about a trade, you don't want to talk about payments either. They're going to want to get into that right away, and this is where all that homework you did in preparation comes into play. Because there is one thing you want to think about and one thing only, and that's negotiating of what's called the "Monroni Sticker". Okay, what you're looking at here, this is called the "Monroni Sticker", this big white sticker. That's the one that comes from the manufacturer. It has all the equipment that's on the car and everything that comes from the manufacturer, which would be considered the standard. This is the add-on sticker. This is what the dealer puts on with things they put on the car. What you want to do is make sure you negotiate off this one 'cause you may or may not want what's on this one. In our next clip, we'll talk about the trade-in."