If you're going to haggle, be nice. People are accustomed to haggling over the price of automobiles, whether new or used. In fact, plenty of auto dealerships have built reputations for their willingness to wheel and deal. Still, there are folks in the auto business who prefer the old methods. Customers never believe the sticker price, they say, and most of them feel better about the purchase when they believe they've struck a hard bargain.
Some dealerships try to play the game both ways.
If you don't have some flexibility, the customer thinks you're just being a jerk. The problem with used cars is that the price of a particular vehicle can vary wildly from dealer to dealer, said Rosenthal. And the used-car market is so competitive that if a customer leaves the lot unsatisfied, he's probably not coming back for a second visit. The customer wants to get the best possible price but he also expects you to stand behind that vehicle after he's driven it off the lot. That's why I don't enjoy haggling.