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go to edmunds.com and look to see if there are any rebates or incentives...that will tell you if you can realistically expect to get the car for below invoice. They also have a function where you can get your "local" price...ie what others are paying. As for me, I start at invoice, look to see if there are incentives, then figure in a few hundred profit ("ad pack"). Walk in and have the invoice/options printed out (from edmunds or other source) and say "I will pay this...yes or no." If he goes back and comes back for "the bump", say thanks and walk out the door. Likely he will come after you. If he counters with something that you want, say done and be done with it. If not, leave. ALWAYS BE PREPARED TO LEAVE. What they will likely do is come back with a monthly payment number...they love to confuse you with lease/purchase/blahblahblah. I stuck to the number and yes/no. I finally ended up screaming at one manager becuase one of his saleswomen was so rude. I walked out the door, called another dealer. I said I want X and want to pay $500 over invoice. He said he could get X, but it would be $700 over invoice. I said I'd be there in 30 minutes to sign the papers. I was, and we were done.
Dealerships and salespeople are all over the map. Some dealers just BLOW. Those are the ones you need to identify quickly and walk out of.
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