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New car negotiation guide

How to negotiate
without ever walking a lot.

The fastest way to negotiate a new car price is to make dealers compete in writing. Here's the playbook — and how My Car Terms helps streamline the process.

Find my car →How it works

Step 1: Know the out-the-door price you want

Before you submit your car request on the website, decide your target out-the-door price — the total including taxes, registration, and dealer fees. Anchoring on a monthly payment lets the dealer hide markup in the loan term or interest rate. Anchoring on out-the-door price keeps the math honest.

  • Check fair market value on Edmunds and KBB
  • Subtract 4–10% from MSRP as a realistic target for most models
  • Add your state's sales tax and registration
  • That total is the number you're negotiating

Step 2: A dealer reaches out based on my request — now what?

Once a dealer contacts you based on your My Car Terms request, the conversation is between you and the dealership — My Car Terms is no longer involved. Work with each dealer who reaches out to get a written, out-the-door quote by email or text before you ever step foot on the lot. Compare any quotes you receive side by side, ask clarifying questions in writing, and only visit the dealership once you've agreed on the numbers.

  • Ask for a full out-the-door quote in writing (email or text)
  • Confirm the exact VIN, trim, and any add-ons before agreeing
  • Keep the negotiation in writing so nothing changes at the desk
  • Choose the dealer whose terms work best for you

Step 3: Negotiate the trade-in separately

Once a dealer reaches out based on your request, keep the trade-in conversation separate from the new-car price. Dealers love bundling the trade into the new-car deal because it lets them shift margin between the two transactions. Ask each dealer for the new-car out-the-door price first, then ask separately for their trade offer. If the trade number is weak, sell it to Carvana, CarMax, or another dealer in your area.

  • Get the new-car out-the-door price in writing
  • Then ask for the trade-in offer in writing
  • Compare trade offers against an instant cash quote
  • Don't let one number subsidize the other

Step 4: Walk in with the winning quote

Once you have a written quote you like, the dealership visit becomes a 60-minute paperwork stop instead of a 4-hour negotiation. Bring the quote, confirm the VIN matches, decline the add-ons in the F&I office, and sign. That's it.

Ready to let dealers compete for you?

Free for buyers. Takes about 2 minutes.

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Frequently asked questions

How do I get dealers to compete for my business?
Submit your car request on My Car Terms with the make, model, trim, and target price. Verified local dealers see your request and reach out if they can make a competitive offer.
How is My Car Terms different from walking into a dealership?
Instead of negotiating with one salesperson on their turf, you submit what you want and multiple verified local dealers compete to win your business. You start the conversation with multiple interested dealers – a much stronger position than a single lot visit.
How do I negotiate a new car price without going to the dealership?
Set your target price and timeline, and let multiple dealers reach out by call, text, or email. You negotiate from a position of strength because dealers know they are competing for the deal.
Is My Car Terms free to use?
Yes, My Car Terms is completely free for car buyers. There are no hidden fees, subscriptions, or obligations. You describe what you want, and dealers reach out if they can make a competitive offer.
What information do dealers see?
Dealers see the car details, your budget, trade-in information, travel radius, and how soon you are looking to buy. Your contact information is only shared with dealers who choose to reach out with a competitive offer.
How will dealers contact me?
Your email address is verified with a one-time confirmation link after you submit a request, then dealers reach out by call, text, or email.
Am I obligated to buy from any dealer that contacts me?
No. There is zero obligation. You are in complete control. You can decline any offer, negotiate further, or simply walk away at any time.
Can I use My Car Terms if I have a trade-in?
Absolutely. The form includes an optional trade-in section where you enter your current vehicle's details so dealers can factor that into their offers.
What types of vehicles can I request?
You can request new or used cars, trucks, SUVs, and more. Simply enter the make, model, and trim you are looking for.
How is this different from CarGurus, AutoTrader, or Cars.com?
These sites list inventory and you contact dealers one by one. My Car Terms reverses it: you submit what you want and dealers compete to win your business.