By the time Labor Day rolls around, it’s not just a time for backyard barbecues and enjoying the last days of summer. It’s also one of the best times of the year to shop for a car. Many dealers offer hefty discounts, special promotions, and financing deals to clear out inventory before the new models arrive. But here’s the thing—not every sticker price is as good as it seems, and you don’t have to settle for the first offer you’re given. Negotiating can save you thousands of dollars, but it takes some know-how and confidence to do it well. Keep reading to learn how you can negotiate like a pro during Labor Day car sales and drive away with a great deal.

Do Your Research Before Stepping onto the Lot

The first step to being a strong negotiator is preparation. Before you visit a dealership, arm yourself with as much information as possible about the car you’re interested in. Check prices online for the make and model you want, and don’t forget to compare new versus used inventory. Websites like Kelley Blue Book or Edmunds can give you a fair market value for cars based on their condition, mileage, and location.

While you're researching, look into the dealership. Search for reviews to see how previous customers felt about their car-buying experiences. Some dealerships are more negotiable than others, and it never hurts to know what to expect. Lastly, look into current Labor Day sales. Many dealers advertise promotions ahead of time so you can spot the offers worth pursuing.

Know the Value of the Car

One of the best tips I can give you is that you should understand the value of the car you like. Many buyers make the mistake of overpaying simply because they don’t know what the car is worth. Use online valuation tools to check the invoice price (what the dealer paid to buy the car) and the MSRP (Manufacturer’s Suggested Retail Price). Your goal is to negotiate closer to the invoice price, not the sticker price.

For used cars, don’t forget to take mileage, age, and condition into account. If the car has been sitting on the dealer’s lot for a while, that’s even better news for you. Dealers are more likely to negotiate on vehicles they want to move quickly.

Time Is on Your Side

Timing is everything in negotiation. Showing up during the busiest hours on a Saturday won’t do you any favors. Instead, aim to visit the dealership during off-peak times, like early morning on a weekday or even later in the evening. Salespeople may be more willing to give you a better deal when they’re not overwhelmed with other customers.

Labor Day is also typically the end of the month for sales quotas. Many sales associates will be trying to hit their targets, so you might be able to snag a better deal as they work to finalize their numbers.

Avoid Showing Too Much Emotion

Remember to stay calm and collected when you're trying to negotiate. Salespeople who see an eager buyer may be less likely to lower the price. Keep your emotions in check, and don’t reveal too much about your plans or finances. Instead, ask clear, direct questions about pricing, promotions, and warranties.

Here are some things you can say if you feel pressured into a decision:

  • “I really like this car, but I’m not sure the price makes sense for me. What can you do to make this deal work?”
  • “I’ve researched similar cars, and this price seems higher than what others are offering. Can we adjust it?”
  • “This is close to what I’m hoping to spend, but I was expecting a little more flexibility. Can you do better on the price?”
  • “The promotion you’re running is great, but are there any other discounts or incentives I might qualify for?”
  • “I’m ready to make a decision today, but I need a bit more value in this deal. What else can you offer to sweeten it?”
  • “This car is what I’m looking for, but I need the numbers to work better for my budget. How can we make it happen?”
  • “I noticed this car has been on the lot for a while. Does that give us room to lower the price?”

This lets the salesperson know you’re interested while also setting the expectation that you want a better deal.

Always Be Willing to Walk Away

Walking away from a negotiation takes some courage, but it’s an essential tactic. When the deal being offered doesn’t meet your expectations, don’t hesitate to leave the dealership. Many salespeople will call you back within a day or two with a better offer. Just make sure you leave your contact information with them before you go.

It’s also helpful to visit multiple dealerships. This way, you can compare offers and mention competing deals during negotiations. You can say, “I noticed another dealership is offering a similar car at a lower price. Can you match or beat it?” This puts the pressure on the dealer to step up their game.

Focus on the Total Price, Not Monthly Payments

Dealerships often advertise discounted monthly payments to attract buyers, but these can be misleading. Focus on negotiating the car's total price, not how much you’ll pay each month. Salespeople can easily adjust payment plans by extending the loan term, but this will often cost you more in interest over time.

Steer the conversation back to the total cost if a salesperson insists on discussing monthly payments. You can say, “I’m more concerned with the overall price than the monthly payments. How can we get the total cost down?”

Don’t Forget Extras and Add-Ons

During your negotiation, be cautious of add-ons like extended warranties, service packages, or vehicle accessories. Some of these can be useful, but they’re often marked up significantly at the dealership. Politely decline extras you don’t need or ask if these can be included at no additional charge.

If the dealership is firm on the car’s price, you could negotiate for free oil changes or a discounted warranty instead. Never assume an add-on is mandatory. Everything is negotiable.

Practice Makes Perfect

Negotiating can feel intimidating, especially if it’s your first time buying a car. Practice negotiating in other scenarios before heading to the dealership to build your confidence. Try haggling over prices at a flea market or talking your way into a better deal on something small, like a phone or utility plan. Asserting yourself politely and confidently will carry over to your car-buying experience.

You can also role-play with a friend or family member. Have them act as the salesperson, throw some hypothetical scenarios your way, and challenge you to find solutions. Not only will this make you more prepared, but it’ll also reduce anxiety when it’s time to negotiate for real. Remember, if you don't find a good deal this time, President's Day is just around the corner.