Write an article based on this "Have the seller name the first price. Mention you looked at a reputable pricing guide. Negotiate until you reach the right deal. Close the sale."
When you begin the negotiating process, have the seller start. If the salesperson names the first price, you can work down from there. The opening price is what will define the negotiation, and you do not want to give the seller the chance to push your price range up.  Start off the negotiation by asking, "What are you selling the car for?" Once the seller names the price, you'll be able to bargain down. Usually, the first price named will be a couple of thousand dollars below the advertised price. You want to make sure, during negotiations, that the salesperson knows you've done your homework. A salesperson will be more willing to negotiate if he knows that you're aware of the average costs of the car you're considering buying. Mention you've looked at a website like Edmund's or Kelly's Blue Book, and mention the prices listed on those sites. You're unlikely to get a price in the exact range you want, but the salesperson will be willing to go lower if they know they're working with an informed customer. Do not be hesitant to keep negotiating. A salesperson's money is often made on commission. It's in the salesperson's best interest to eventually make a sale. Keep pushing to go lower until you get a price in your range.  You usually negotiate in a cubicle. Take opportunities to occasionally leave the cubicle during the negotiation process. This conveys to the salesperson that you will not be controlled, and that you're independent enough to take breaks and walk out of negotiations. Do not be afraid to let the negotiation go overnight. If you're not getting the price you want, say you'll come back tomorrow to discuss. After some time has passed, the salesperson may be willing to go lower. If the negotiations are not fruitful, do not be afraid to walk away from the deal. If you feel uncomfortable with the way things are going in negotiations, you have every right to take your business elsewhere. Salespeople want to sell as many cars as possible, so it's in their interest not to have a potential buyer walk away. Once you've reached a price you're comfortable with, you can close the deal and walk away with your car. You'll usually pay with cash or check, and should make sure you get the car insured before driving away. Review all documents thoroughly before signing to assure you're getting the deal you want and that there are no hidden costs. It may be a good idea to take a day to review the documents. If you're unfamiliar reading legal papers, see if you can get a lawyer to review the documents for a small fee.