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[quote=Anonymous]I would negotiate the trade-in, car price, and loan separately.   The dealer wants to confuse you by throwing all the numbers around because they know most people really want a final, bottom line (monthly payment).  You want to have a price you want for the trade-in, a loan rate you like, and a car price that you can live with.

Personally, I would sell my car separately, get pre-approved for a loan, and then go get the car.

Somethings to keep in mind - (1) that slightly-used car may end up costing you much more than a new car.  The markup on new cars is really low.  Basically, the dealer sells new cars at or below cost because it is so easy for you to compare different dealers (you assume new cars are pretty equal) and can shop solely on price.  Pretty much, if you are walking into a new car dealer these days, you will get their best price because it is so easy to price shop.  When you are talking about a used car, there is much less inventory, and the dealer is looking to make a lot more money on that sale.  Also, you likely cannot get as good of a loan rate on that car.

(2) know the car you want before you go so you don't get upsold.  It is common of the dealer to show you the more premium version (Navigation, smart cruise control, etc) that costs thousands more and offer very minimal improvement in your day-to-day (and give very little return value when you trade the car later).

(3) at the same time, be flexible in your wants, especially in color.  The dealer wants to create pressure on you (be saying things like "this is the only red model with navi in Virginia").  Always be prepared to walk away.[/quote]

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