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February 26, 2026·5 min readNegotiationMistakes
Three Things You Should Never Do in a Car Dealership
These three habits hand the dealership thousands of dollars before you've even sat down. Stop doing them.
1. Don't lead with monthly payment
The four-square works because buyers anchor on payment. Always negotiate OTD price first. Money factor and trade come after.
2. Don't fill out a credit app before you have a deal in writing
Once they've pulled credit, you're emotionally invested. Get the OTD price in writing first.
3. Don't buy F&I products in the box
GAP, service contracts, theft etch — these are pitched in a 30-minute high-pressure session. Tell the F&I manager you'll think about it. They can sell you the same products tomorrow at a fairer price (or you can decline entirely).