How to Negotiate a Car Price: Exactly What to Say in 2025

Say this: “I’m comparing out-the-door prices. If you can do $X OTD, with no add-ons, today, I’ll buy.” Then ask for a written breakdown, refuse extra products you don’t want, leverage competing quotes, and use preapproved financing to keep the focus on total price—not monthly payment. Below, you’ll find precise scripts, step-by-step tactics, and practical phrases that work at dealerships, with private sellers, and when trade-ins or financing are involved.

Core phrases that work at the dealership

When you sit down with a salesperson or communicate over email/text, these concise lines keep you in control, anchored on the total cost, and protected from unnecessary upsells.

• “I’m focused on the out-the-door price. What’s your best OTD for stock number [XXXX]?”
• “Please send a written buyers order with a line-by-line breakdown of price, tax, title, registration, doc fee, and any add-ons.”
• “I have written quotes from other dealers at $X OTD. Can you beat that by $Y?”
• “I’m preapproved at [rate]% for [term] months. Please quote based on cash or outside financing.”
• “Remove all add-ons (VIN etch, paint protection, nitrogen, LoJack, window tint) or lower the price to offset them.”
• “I’m not discussing monthly payment—let’s agree on the sale price and OTD first.”
• “Is the manufacturer incentive already included? Please itemize all rebates and who qualifies.”
• “If you can do $X OTD today, I’ll leave a deposit and schedule pickup.”
• “If that’s your best number, I appreciate your time—I’ll stick with the better written offer.”

These statements clearly define the terms, create competitive pressure, and prevent the discussion from drifting into unclear fees or payment games.

Step-by-step negotiation flow

Use this sequence to prepare, anchor the price, and close cleanly without surprises in the finance office.

1. Research the market price: Check listings and pricing tools (Edmunds, KBB, TrueCar, CarGurus) to find a realistic OTD target.
2. Secure preapproval: Get a rate from a credit union or bank so you’re not dependent on dealer financing.
3. Get trade-in bids: Collect written offers from CarMax, Carvana, AutoNation, and local dealers to set a floor value.
4. Request written OTD quotes from multiple sellers for the exact vehicle (VIN or stock number).
5. Anchor with a firm OTD number and your willingness to buy today if met.
6. Use competing quotes to counter; ask for a buyers order to verify fees.
7. Set the appointment only after you have a written OTD and confirm no add-ons will be added on arrival.
8. At delivery and finance, decline extras you don’t want; ensure the buyers order matches the agreed OTD.
9. Inspect the vehicle (new: condition; used: mechanical, tires, brakes) before signing.

Following this sequence limits last-minute surprises and gives you leverage before you step into the showroom.

Scripts by scenario

New cars

For factory-fresh models, dealer inventory is generally healthier in 2025 than during the shortages of 2021–22, but hot trims can still be tight. Use these lines to lock in a clean deal.

• “Please quote your best out-the-door price on VIN [XXXXX], including taxes and all fees. No dealer add-ons.”
• “I see a comparable vehicle listed at $X OTD from [Dealer]. If you can do $X−$300 OTD, I’ll leave a deposit now.”
• “Confirm whether all factory rebates, loyalty/conquest, and financing incentives are included—and which I qualify for.”
• “I’m not interested in protection packages. If they’re installed, reduce the sale price by the same amount.”
• “Email the buyers order. If it matches what we discussed, I’ll schedule pickup today.”

With new cars, clarity about incentives and add-ons is critical; your leverage often comes from competing inventory at nearby dealers.

Used cars (dealer)

Used vehicles vary widely by condition and history. Ground your offer in data and insist on transparency.

• “Please share the Carfax/AutoCheck and reconditioning list (tires, brakes, fluids, recalls addressed).”
• “Based on comps and condition, I’m at $X OTD. Can you meet it if I buy today?”
• “I’ll need a pre-purchase inspection. If it finds needed work, we’ll adjust price or I’ll walk.”
• “No add-ons. Itemize doc fee, taxes, registration only.”
• “If we agree at $X OTD, send the buyers order and I’ll place a refundable deposit pending inspection.”

Verifying history and condition protects you from overpaying and often justifies your counteroffer with concrete findings.

Private-party used cars

Private sales can be more flexible, but you must handle paperwork and inspections yourself.

• “I’ve reviewed comps and the vehicle history. Given the tires and minor cosmetic issues, I’m at $X cash.”
• “Let’s do a pre-purchase inspection at [Shop]. I’ll cover it if the car checks out; if not, we can renegotiate or I’ll pass.”
• “Can you provide maintenance records, title in hand, and a valid smog/emissions (if required in our state)?”
• “If the inspection is clean, I’ll bring a cashier’s check for $X and we’ll complete a bill of sale and title transfer.”

Anchoring with evidence and planning the logistics keeps the deal smooth and reduces risk.

Handling trade-ins and financing

Dealers can blur margins by shifting money between price, trade, and financing. Separate them to see the real numbers.

• “Price the new car first. We’ll discuss my trade only after we agree on the OTD.”
• “Here are my written trade offers: CarMax $X, Carvana $Y. Can you match or beat them?”
• “I’m preapproved at [rate]% for [term]. If you can beat that with the same OTD, I’ll consider your financing.”
• “Please show the amount financed, APR, term, and any lender fees. No product bundling.”

By isolating each component, you prevent the classic shell game and optimize total cost.

Add-ons and fees: what to accept, what to reject

Know which charges are legitimate and which are profit items you can refuse or offset.

• Legitimate and expected: taxes, title, registration, and a documentation fee (often fixed or capped by state law).
• Negotiable or removable: VIN etching, paint/fabric protection, nitrogen, wheel locks, window tint, LoJack/GPS, door edge guards, “market adjustment.”
• Finance office extras: extended service contracts, GAP, tire/wheel, maintenance plans—buy only if priced competitively and you truly need them.
• If a doc fee can’t be waived, lower the sale price to offset it: “If the doc fee is mandatory, reduce the vehicle price by $X so we stay at my OTD.”

Requesting a line-item buyers order exposes padded charges and gives you room to negotiate them away or offset their cost.

Timing and market realities in 2025

Inventory is broadly better than the pandemic lows, but certain hot models and trims still command premiums. Interest rates remain higher than pre-2020 norms, though many manufacturers have reintroduced rebates, rate subvention on select models, and loyalty/conquest offers. EV tax credits can be applied at the point of sale in 2025 if the dealer is IRS-registered and the vehicle and buyer qualify.

• Shop around month-end or quarter-end when sales targets may add flexibility—but don’t rely on timing alone.
• Model-year changeovers and holiday sales (Memorial Day, Labor Day, year-end) often bring stronger discounts.
• In-stock units are easier to bargain than factory orders or rare trims.
• For EVs, confirm eligibility for the federal clean vehicle credit at the dealership and stack state/local incentives where available.

Use timing as a tiebreaker, not a crutch; your strongest lever is still a firm OTD anchored by competing written offers.

Email or text template you can copy

Use these lines to request quotes from multiple sellers without visiting in person. Send the same message to three to five dealers for the exact car.

• “I’m ready to buy this week. Please send your best out-the-door price for VIN/stock [XXXXX], including tax, title, registration, and doc fee.”
• “No dealer add-ons. If installed, adjust the price so the OTD remains the same.”
• “List any incentives included and who must qualify.”
• “I have preapproved financing; quote as cash. If you can beat my rate with the same OTD, I’ll consider it.”
• “Email a buyers order. If it matches your quote, I’ll place a deposit and pick up within 48 hours.”

Standardizing your request makes quotes directly comparable and reduces back-and-forth.

Red flags and walk-away lines

Protect yourself from pressure tactics and hidden costs by recognizing these warning signs.

• “We can’t provide a written OTD until you come in.”
• Surprise add-ons appearing on the buyers order after a verbal agreement.
• Switching to monthly-payment talk without disclosing APR, term, and amount financed.
• “This price is good only if you finance with us and buy add-ons.”
• Unwillingness to allow a pre-purchase inspection (used cars).

If you encounter these, say, “I’m going to pass. Please let me know if you can provide a clean written OTD that matches what we discussed.”

Quick math: moving from monthly payment to OTD

Dealers may push a “comfortable monthly payment.” Reframe the discussion to the real total.

• Ask: “What’s the sale price, APR, term, and amount financed?”
• Use a calculator to estimate the implied OTD. If it’s higher than agreed, reduce the price or remove add-ons.
• For leases, request MSRP, selling price (cap cost), residual, money factor (APR equivalent), fees, and drive-off total.
• Repeat: “Let’s finalize the OTD. Payments will fall into place after price and rate are set.”

Keeping the conversation anchored to OTD prevents payment stretching and hidden markup from inflating your cost.

Summary

Lead with: “I’m comparing out-the-door prices. If you can do $X OTD with no add-ons today, I’ll buy.” Back that up with market research, preapproved financing, multiple written quotes, and a buyers order that itemizes every fee. Separate the car price, trade-in, and financing; decline extras you don’t need; and be ready to walk. In 2025’s market, this combination of clear phrases and disciplined process reliably secures a fair deal.

What is the best way to negotiate with a car dealership?

The best way to negotiate is to come off as a serious and ready buyer. Generally in person will demonstrate that and some dealers won’t negotiate over email or phone. Ultimately though it’s up to you to have an acceptable deal to propose that you will take if met.

How much should you negotiate down on a car?

How much can you offer below the asking price? You’ll want to start somewhere near the low end of the price range you found in your research for the same model, trim, and options. So if a car is selling for $28,000 to $32,000, you can open your negotiation somewhere near $28,000.

What not to say to dealers?

At a car dealership, avoid revealing your budget (especially a monthly payment goal), showing too much enthusiasm for a specific car, or indicating urgency to buy, as these can be used to your disadvantage in negotiations. Instead, focus on negotiating the out-the-door (OTD) price, secure your own financing beforehand, and maintain a calm, informed demeanor to get the best deal. 
What to Avoid Saying:

• “What’s your monthly payment goal?” or “I can afford $350 a month”. 
  • Why: Dealers can manipulate loan terms (like extending the loan period) to meet your monthly payment goal while increasing the total interest paid. 
• “I love this car!” or “I need to have this car”. 
  • Why: Showing excessive enthusiasm gives the dealer leverage, knowing you’re emotionally invested and less likely to walk away. 
• “My lease is up next week” or “I need this car urgently”. 
  • Why: Expressing desperation signals you’re in a rush and can be pressured into a bad deal. 
• “I’ve got $X for my trade-in” . 
  • Why: The trade-in is a separate transaction from the new car price and should only be discussed after you’ve agreed on the new car’s purchase price. 
• “I don’t have a preference” about the color or exact vehicle. 
  • Why: Even if you are flexible, don’t reveal that they have the exact vehicle and color you want without demonstrating you’ve considered other options. 

What You Should Do Instead:

• Focus on the Out-the-Door Price: Opens in new tabAlways negotiate the total, all-inclusive price of the car before discussing financing. 
• Get Pre-Approved Financing: Opens in new tabSecure your own loan from a bank or credit union before going to the dealership to know your best rate. 
• Maintain a Poker Face: Opens in new tabStay calm, show interest in multiple vehicles, and be willing to walk away to maintain your negotiating power. 
• Negotiate Your Trade-in Separately: Opens in new tabTreat the purchase of the new car and the trade-in of your old one as two independent deals. 

What to ask for when negotiating a car price?

Not Knowing How Much Off the Retail Price to Ask for
New cars have less room for negotiation, but you could still reasonably ask for 5 percent off the manufacturer’s suggested retail price (MSRP) as a starting point. Also, research ahead of time the dealer’s current discounts and rebates.