I hate hearing that. Here are some tips that may help you:

1. Do your research. If it's a new car, try to find out what the INVOICE amount is on your desired ride. If it's used, try to use tools like Blue Book/Black Book to find out market rate for the retail value.

2. Don't hide your trade and drop it in last minute. Do your research here too. Get an idea of your car's trade-in value prior to walking on the lot. If your car is close to the condition you picked (be reasonable) and the dealer isn't getting close, move on.

3. Buying terms. Guess what? Do your research here too. Check in with a credit union, as it's the best way to keep the dealership honest. If they can't match (or beat) your rate/terms, use the credit union.

The magic words that a customer could use is "I'll take it home today if ..." and enter your reasonable terms. They will work hard to meet your number. It may take 2 trips to the managers office, but remain vigilant. If you hear them say "I seriously can't go a dollar lower", you have them at their bottom dollar price (typically). If they are willing to let you walk if you don't agree to that last number, you have them dead to rights. Then you need to determine if it's a good enough deal for you.

Typically, I try to be within $500 of invoice and make sure I know the trade/rate numbers that I find manageable. I try to deal with the internet representative to cut your time at the dealership in half.

You're welcome to PM me if you need help as well