Buying a car can be exciting but also confusing, especially when it comes to negotiating at the dealership. Dealers use certain tactics and strategies during negotiations that might not be obvious at first.

Knowing what dealers hope you don’t notice gives you an edge and helps you avoid common pitfalls. Understanding these tricks can save you money and make the whole process less stressful.

They often start by showing you pricier models to reset your value expectations.

When you walk in, dealers might first show you their more expensive options. This isn’t just to impress you—it’s a way to shift your idea of what “reasonable” pricing looks like.

By setting a higher anchor, they make mid-range models seem more affordable in comparison. It’s a subtle trick to make you feel like you’re getting a better deal than you actually are.

Keep this in mind so you don’t get swayed too quickly by the initial examples they put in front of you.

Bundling trade-in and car price negotiations to confuse where savings actually come from

Dealers often combine your trade-in and new car price talks to make it hard to see where your savings are. When these get mixed, it’s easier for them to hide offers that aren’t as good as they seem.

You should always separate the two. Negotiate your trade-in value first, then the new car price. This way, you clearly know what you’re getting on each deal and avoid overpaying without realizing it. Getting multiple trade-in quotes before you go helps too.

Dragging out negotiations to wear you down and make you more likely to agree

You might not realize it, but dragging out a negotiation can be a tactic dealers use to wear you down. When talks go on too long, your patience and energy start to drain.

As fatigue sets in, you’re more likely to settle just to end the process. It’s a subtle way to get you to accept less favorable terms.

Recognizing when this is happening helps you stay firm. Taking breaks or setting time limits can work in your favor.

Pressuring you to reveal your maximum budget so they can push prices higher

Dealers often want to know your max budget early on. If you share it, they might use that number to steer you toward pricier options.

Keeping your budget to yourself gives you more room to negotiate. It stops them from pushing you right up to your limit.

If you act interested in a specific price or car, they could rush you or raise the price. Staying calm and vague helps you stay in control of the deal.

Hoping you share past car shopping stories that reveal your preferences and weaknesses

When you start talking about your previous car purchases, dealers use that info to figure out what really matters to you. They’ll listen for clues about your budget, favorite brands, or how flexible you are on price.

Sharing details about past deals or trade-ins can also show them where you might be willing to compromise. It’s like giving them a roadmap to tailor their pitch and squeeze a better deal for themselves. So, keep some stories close to the vest.

Using subtle upsells on warranties and add-ons that blow up the final price

Dealers often slip in extra warranties and add-ons after you’ve agreed on the main price. These can seem helpful but usually add a lot to your final bill without much real benefit.

You might be tempted to say yes because it sounds like protection or a special deal. But many of these extras overlap with what the manufacturer already covers or just aren’t worth the cost.

It’s important to watch for these subtle upsells and stick to what you actually need. Saying no can save you hundreds, sometimes even thousands.

Playing off your time pressure to rush decisions that aren’t in your favor

Dealers know you hate feeling rushed. They often use time pressure to push you into making quick decisions. When you’re pressed for time, it’s harder to think clearly.

You might end up agreeing to terms that don’t benefit you just to speed things up. Don’t let the clock dictate your choices. Taking a moment to pause can protect you from making costly mistakes.

Remember, good deals usually don’t disappear if you ask for a little more time.

Counting on your unfamiliarity with fair market prices to mark up the vehicle

Dealers often expect you don’t know the fair market value of the car you’re interested in. When you’re unsure, they can add a markup without much pushback.

If you haven’t checked prices from multiple sources, you might pay more than you should. Researching the fair market price puts you in control and helps you spot if the dealer is padding the price.

Don’t let uncertainty work against you. Knowing the typical price range is your best defense during negotiations.