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It is usually better to deal directly with a manager rather than a salesperson. Most sales people will want to work in more profit for a higher commission. Managers on the other hand care more about selling a certain number of units, and will take a lower profit. If the dealer is honest then you can be fairly honest with them. In most cases you never want to volunteer too much information about a trade-in, or if you are paying cash. They would love to screw you over on the trade-in and financing. It is best to pay cash, but don't let them know that until the deal is almost done. Let your dealer know you are an educated and informed buyer. Know the invoice and MSRP prices by heart. This puts you on equal terms and would be hard for the dealer to pull a fast one. Set yourself a range that you are willing to make a deal on, and always start low. Let them come up with the first number and then counter.
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