Not necessarily. A big part of GTY is understanding the complete picture of incentives for all parties. I've found an absolutely terrific way to negotiate car p

Not necessarily. A big part of GTY is understanding the complete picture of incentives for all parties. I've found an absolutely terrific way to negotiate car prices is to do all your research ahead of time (including a test drive, if necessary), know your data (like the invoice price) and a fair dealer profit (from car buying forums). Then enter into the dealership and say "I am ready to do a deal right now for this price, I've done all my research and know exactly what car I want. Here's the price I am going to pay, you know it's fair, I know it's fair, it gives you $1,000 of dealer profit and I want to get this done as fast as humanly possible to get you on to your next sale." You'd be surprised at how attractive that is for a salesman. If they can make $1,000 in an hour, or make $2,000 over 8 hours of hard sales work, they will choose your deal all day long. Best of all, you get what you want, which is a lower price, and they get what they want, which is to maximize their commissions per hour of their time.