Negotiating is not about being aggressive. It is about being informed, calm and genuinely willing to walk away.
Do the homework first
Know what the same car — same year, variant, kilometres and condition — is actually listed for elsewhere. Note how long the car has been advertised; a car that has been sitting for two months gives you more room than one listed yesterday. Print or screenshot the comparable ads.
Negotiate the drive-away price
Always talk in one number: the total drive-away price including on-road costs. Salespeople may steer you towards a weekly repayment instead, because a small change in the weekly figure can hide a large change in the total. Politely bring it back to the drive-away price every time.
One thing at a time
Settle the car price first. Only then discuss your trade-in. Only then discuss finance. Only then discuss extras. When all of these are mixed together, it becomes impossible to tell whether a good number in one area is being paid for by a bad number in another.
Do not reveal your ceiling
If you say what you can afford, that becomes the price. Give a figure you would be pleased with instead, and let the conversation move from there.
Use silence
Make your offer, then stop talking. Most people cannot tolerate a pause and negotiate against themselves to fill it. Do not be that person.
Timing helps
End of month, end of quarter and end of financial year are when targets are being chased. A quiet weekday is better than a busy Saturday, because you will get more time and attention.
If they will not move on price
Ask for value instead: a full tank, a service included, new tyres, floor mats, window tint, or an extended warranty. These often cost the seller less than a price cut and can be worth more to you.
Get it in writing
Before you pay anything, have the agreed drive-away price and every inclusion written on the contract. A promise made across a desk is worth nothing later.