But the dealer does NOT know when I walk into the dealership that I already know what I am going to pay. From the point of view of the dealer, the purpose of negotiating is to convince the customer to buy the new car for the highest price as possible, and to allow as little as possible for the trade. The salesmanager's task is to control the salesperson. The salesperson's task is to control the customer. YOUR task is to let the sales team think that THEY are in control of the negotiations, and to not let them discover until too late that you am in control.
Most people dread negotiating with a dealer.
You can do this, confidently, effectively, and enjoyably.