The idea is to get you to negotiate the one area that means something to you and there are only monthly payment, vehicle price and Trade-in if applicable. If you want to pay $200 a month down payment goes up, you want the vehicle price at $40k your trade-in gets devalued you have to have a plan in mind for all valuations....and then reality if your premise is not realistic. You have the power if you wield it.....issue is your desire exceeding or circumventing your plan. If you have a credit union at 2.5% and $5k down then it becomes vehicle price and/or trade-in value. Have a plan for each.Don’t let them pull the box method on you either. Another way to make you think your getting a deal but it’s all about math confusion. Simply ask for the out the door price, that’s all you want with invoice sticker to view. If they start giving you a song and dance walk out immediately and I guarantee the manager will be out to you quicker than shit on pigs. I help my friends buy cars all the time because they hate having to deal with dealers and I don’t really have a problem with it. I let my friends know up front they are probably not getting the car today and will walk away from quite a few dealers but expect some calls coming their way the next day of salesmen that want to deal because they have quotas and want to hit them so you just have to look at the long game.