Dealer Negotiation Scripts That Actually Work

Negotiating with a dealer in the U.S. works better when you have clear lines—not improvising. Here are dealer negotiation scripts that actually work: opening, when they say "best price," when they push payment, and when you walk away.

TL;DR Use specific, data-backed, OTD-focused lines. Know your number before you go (from autopremo.com). Stick to the script; be willing to walk. These scripts work because they're clear, grounded, and leave no room for confusion.

Before You Use Any Script

• Know your target OTD. From comps and OTD calculator. Use autopremo.com and out-the-door calculator.
• Know your max. The most you'll pay. Don't exceed it.
• Be willing to walk. Scripts only work if you'll leave when the deal doesn't meet your number.

Get your numbers at autopremo.com.

Script 1: Opening (When They Give You the First Price)

You: "Thanks. I've looked at comparable cars in the area, and I'm looking to be at [your target number] out the door. Is there room to get there?" Why it works: You're not attacking. You're stating your position and asking a question. You've signaled research ("comparable cars") and you're negotiating on OTD, not payment. If they say yes: Get it in writing (selling price, fees, OTD) before you go to finance. If they say no or counter: Use Script 2 or 3.

Script 2: When They Say "This Is the Best Price"

You: "I understand. I've looked at the market, and my number is [your target] out the door. If you can get there, I'm ready to buy today. If not, I'll need to look at other options. Can you check with your manager one more time?" Why it works: You've restated your limit, given them a reason to move ("ready to buy today"), and set the alternative (leave). You've also given them a face-saving move ("check with manager"). Then wait. Don't fill the silence. If they come back with a counter: Decide if it's at or below your max. If yes, you can accept. If no, use Script 4 (walk away). Verify any "best price" at autopremo.com.

Script 3: When They Push Monthly Payment

Them: "What monthly payment works for you?" You: "I'm focused on the total price first. Once we agree on the out-the-door number, we can talk payment and term." Why it works: You're redirecting the conversation to OTD. You're not refusing to talk payment—you're setting the order: price first, then payment. That keeps them from stretching the term to hit a payment and hide the total cost. If they keep pushing payment: Repeat: "I need to agree on the out-the-door price first. What's the selling price and all fees? Then we can talk payment." See total cost at different terms at autopremo.com.

Script 4: When You Walk Away

You: "I appreciate your time. My number is firm, so I'm going to look at other options. If anything changes on your side, you have my number." Why it works: You're leaving without drama or anger. You've left the door open (they can call with a better offer) but you're not waiting around. You're following through on your limit—which makes your future negotiations more credible. Then: Leave. Don't linger. Don't let them "run it one more time" unless they're offering a new number in writing.

Script 5: When They Push Add-Ons

Them: "This package is mandatory" or "We add this to every car." You: "I'm only interested in the car at the price we're discussing. I don't want any add-ons. Can we keep it to just the vehicle and the agreed price?" Why it works: You're drawing a clear line. Add-ons are optional unless you agree. If they insist, recalculate OTD including the add-on and decide if the total is still acceptable—or walk. See OTD with and without add-ons at autopremo.com.

Script 6: When You Want the Breakdown in Writing

You: "I'd like to see the full breakdown in writing—selling price, any incentives, all fees, and the out-the-door total—before we go to finance." Why it works: You're asking for transparency. No breakdown = no way to verify "best price" or spot hidden fees. Insist on it. Don't sign without it.

Your Script Checklist

• [ ] Target OTD and max known (from autopremo.com)
• [ ] Opening script practiced
• [ ] "Best price" and "walk away" scripts practiced
• [ ] Payment and add-on redirects ready
• [ ] Willing to walk if the deal doesn't meet your number

Get your numbers and practice at autopremo.com.

Bottom Line

Dealer negotiation scripts that actually work are specific, OTD-focused, and data-backed. Use the opening, "best price," payment redirect, add-on redirect, and walk-away scripts above. Know your target and max with autopremo.com—and be willing to walk. That's how you negotiate without overpaying.