Negotiating up what they will give you for your trade-in is a hell of a lot easier than negotiating down their price - even if it’s a clunker. Taking the emotion out of a car purchase is the easiest way to get the best deal. So negotiating via email, phone, or text can/should be an option. If you lay out exactly what you’re expecting to pay and the amenities you’re looking for, then the worst they can say is no. Getting a financing check from your bank makes it that much easier. They tend to get you a lower rate, are not incentivized by you financing with a certain company, and do not “hold points”. Holding points is quoting you a higher interest rate than what you’re qualified for, getting you to agree to the monthly price with the higher rate, and then adding extras to make up the difference. Also you are in NO WAY expected to spend the whole bank check. You spend any amount of it and return the rest for a lower monthly payment. Sales people are incentivized month by month. The end of the month is the best time to buy bc if they hit their quota they get a bonus. It’s a great way to get the salesman to work on your side against the finance managers bc he is incentivized by his/her own bonus at the end of the month. Same goes for rainy days, middle of the week, whatever you think can change the supply and demand. Don’t forget: it’s your money, not theirs. We’re talking about thousands of dollars here just by knowing what you’re doing. Do not feel obligated to do a deal just because the dealership wants you to. Sometimes walking away is the best negotiation tactic bc 7/10 times the dealer will call you and tell you to come back. If you’re getting the best deal, the dealership will make you feel like you just popped their ballon (aka they will not be smiling as you drive away).