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This isn't the path to car buying Nirvana for every deal, but I encourage you to try something outrageous. Just be honest! Don't come in with a chip on your shoulder, but after you have done your Edmonds homework, feel free to let your salesperson know it, and ask their opinion of people who are "aware". If you sense defensiveness, move on with the deal and select your car. Eventually you will get to someone who understands--hopefully soon. That will most likely be a manager type and you can cut to the chase. Feel free to say, "I understand your invoice is $18,334, if that is correct, is this a car you will accept 3% or 4% profit on?" Then listen to see if the answer makes sense. Hard to find cars will not sell for much less than MSRP---why should they when the dealer can sell all they can get their hands on anyway? Look around the lot and if the car you want is in plentiful supply, you probably will make a good deal. If you are asking for a discount on the one of two cars on the lot...good luck! Most salespersons would rather you level with them and buy a car, rather than play a game, take up all their time doing your research and then go buy a car from some other dealer. That's not fair, and it's not right for Motley Fool to suggest that method. If buyers don't want to perpetuate the poor relationship between buyer and dealer, don't automatically assume we are all out to get you. Reward the ones who are forthcoming with information with a purchase.
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