Do Your Research First
Check RedBook, CarsGuide, and similar vehicles on Carsales to understand the fair market value. Knowledge is your strongest negotiating tool.
Inspect Before You Negotiate
Note any issues during the test drive and inspection. Minor cosmetic damage, worn tyres, or upcoming servicing are legitimate reasons to negotiate a lower price.
Don't Show Your Hand
Avoid revealing your maximum budget or how much you love the car. Stay calm, friendly, and objective. Express interest without desperation.
Start Below Your Target
If you want to pay $25,000, offer $22,000-23,000. This gives room for both parties to compromise. Never start at your maximum.
Be Ready to Walk Away
The most powerful negotiation tactic. If the price isn't right, thank them and leave. Many dealers will call back with a better offer. At reputable dealers like NORTH Motor, prices are competitive from the start, but there's usually room for discussion on accessories or warranty inclusions.
Focus on Total Cost, Not Monthly Payments
Dealers may offer lower monthly payments by extending the loan term — this costs you more overall. Always negotiate on the total vehicle price first, then discuss finance separately.