8 Tips for Haggling at a Dealership, According to Insiders

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Whether you're looking for a new or used car, when you visit a dealership, you better be prepared to haggle. Most of us know the basics—do your research, don’t be afraid to walk away—but negotiating can be a tricky business. We asked industry insiders to tell us what works best when haggling over the price of a car.

1. ALWAYS SELL OUTRIGHT.

If you’re trading in your old vehicle for a new one, you’ll typically get a better deal if you just sell it outright, says Anthony Curren, a manager at a New York car dealership. While most dealerships will low-ball the value of your trade-in, new dealerships are especially sneaky about it. New dealerships are notorious for this. Let's say you come to my lot and want to get $1500 from your trade in. I will tell you it's worth $300, for example. You go to a new dealership and tell them you want $1500. They give you $1500, but add $1200 somewhere on the back side. New dealerships have a lot more play in their numbers, and therefore can give you more perceived value,” Curren says.

In other words, they’ll give you what they want, but they sneak in the difference when they sell you the new vehicle—maybe they’ll charge excessive dealer fees or an unnecessary warranty with an even bigger price tag. Before you resort to trading in your car, Curren suggests trying to sell it yourself first. “Put your vehicle up on Craigslist for a few days before you come to buy the car, and if you don't get any bites, trade it for what you can.”

2. GET QUOTES BASED ON PROFIT MARGIN.

When you negotiate a better price, don’t just get a number for that specific vehicle, says Mike Rabkin, founder of From Car to Finish and a professional negotiator with over 23 years of experience. Instead, ask for the discount related to the suggested retail price or invoice price (the amount the dealer actually paid for the vehicle).

For example, let’s say you're buying a new Corolla. Instead of talking the dealer down to $16,000, you would instead ask for $1300 less than the Manufacturer’s Suggested Retail Price (which is approximately $17,300). “This way, you can use it for whatever vehicle is available that starts with that description,” Rabkin says.

This discourages dealers from sneaking in a higher price for a different make, model, or style of vehicle. Going back to the Corolla example, if you want to look at a totally different model or just a vehicle with different options, you can easily negotiate the same discount: $1300 off whatever the MSRP is, regardless of the vehicle. If the second car you're considering has more basic features, this could very well be less than the $16,000 you originally wanted to pay.

3. USE MILEAGE AS LEVERAGE.

Let’s say you’re buying a used car, and you score competing offers for the same model at different dealerships. In this case, you can use the car with the higher mileage to your advantage, says Curren. “I'll give you an easy example. The customer was down to my vehicle and a vehicle on another lot. We were the exact same on price, but mine had 100,000 [miles] and theirs had 160,000. The car they were trading in had 200,000. By the time the customer paid off the loan at the other guy's lot, they would be back in the same place [in terms of mileage]. On the other hand, they could drive the car at my lot for another 7 or 8 years, and then trade in. In the end, I got the sale because my car had less miles. My tip here is that if they were going to go with the other guy, they could have negotiated to pay less because they were getting more miles.”

4. EMAIL DEALERSHIPS FOR NEW CAR PRICES.

Many buyers will skip the negotiation process altogether and simply email local dealerships and ask for the best price. It sounds simple, but it works. Chris Abouraad, a former dealership owner and current Sales Team Manager at CarGurus.com, says, “For new car shoppers, sending emails to local dealerships that have the exact desired model and asking for the best price can result in getting the best price."

He adds, “It can also lead to an influx of phone calls and emails from dealerships, so one tip is to create a new email address just for this process.” However, Abouraad points out that this tactic rarely works well for used car shoppers, since each car is different.

5. ALWAYS DEAL WITH MANAGERS.

When asking for prices via email Rabkin says you should seek to finalize the deal with a manager. “They’re the ones who can decide price on the spot, and aren’t on commission,” he explains. “Managers have quotas to hit each month, so the end of the month is a good time to negotiate, as they may get a bonus for hitting their quota, and you’re the customer that puts them over the top, getting you a better deal.”

6. LEAVING THE LOT DOESN’T ALWAYS WORK.

The age-old tactic of leaving the lot in a huff? It’s outdated, says Abouraad. “Years ago, the dealership made sure to keep shoppers on their lot, but now that isn’t as common or as effective with an incredible amount of information available online. Plus, recent research has shown that 10 years ago, shoppers visited an average of five dealerships when buying a car and today they’re visiting one or two dealerships. This shows that salespeople, much like the car research process, are evolving over time.”

These days, shoppers already know what they want and have done a fair amount of research online. As a result, Abouraad says, fewer customers find the need to leave. Typically, both the customer and the dealership knows what’s reasonable, so there aren’t as many surprises.

7. GET PRE-APPROVED.

Beyond the price of the vehicle, you can negotiate your financing, too, and perhaps score a better rate. The key, Curren says, is getting pre-approved for your loan elsewhere. “Go to your bank, get pre-approved for an amount, then tell the dealer you want to get into a car, and can do no more than this," he says. "They will find a way to make it work for you, or they will lose the business. If you can gain control on this aspect of the sale, you gain the upper hand.”

Curren adds a word of warning: “Do not lie, because dealers will always call and double check the pre-approval amount.”

8. ASK FOR REBATES.

Rabkin adds that there are often unadvertised rebates you can score just by asking. There are often discounts for military personnel, senior citizens, college students, and first-time buyers. Sometimes, there are even loyalty rebates if you own the same brand of car already. “These aren’t from the dealer, and lower the price of the vehicle,” Rabkin says. “It’s up to you to ask the dealer what all the qualifying rebates at the time are, as they may not offer this information.”

10 Surprising Facts About Wham!’s 'Last Christmas'

Michael Putland/Getty Images
Michael Putland/Getty Images

Over the course of his illustrious career, George Michael gave the world many gifts. One that keeps on giving is “Last Christmas,” the 1984 holiday classic by Wham!, Michael's pop duo with Andrew Ridgeley. “Last Christmas” is such a uniquely beloved song that it inspired a 2019 film of the same name. That’s just one interesting part of the “Last Christmas” story. Read on for 10 fascinating facts about this seasonal synth-pop favorite.

1. George Michael wrote "Last Christmas" in his childhood bedroom.

“Last Christmas” was born one day in 1984 when George Michael and Wham! bandmate Andrew Ridgeley were visiting Michael’s parents. While they were sitting around watching TV, Michael suddenly dashed upstairs to his childhood bedroom and composed the modern Xmas classic in about an hour. “George had performed musical alchemy, distilling the essence of Christmas into music,” Ridgeley said. “Adding a lyric which told the tale of betrayed love was a masterstroke and, as he did so often, he touched hearts."

2. “Last Christmas” isn’t really a Christmas song.

There’s nothing in “Last Christmas” about Santa, reindeer, trees, snow, or anything we typically associate with the holiday. Rather, the song is about a failed romance that just happens to have begun on December 25, when Michael gave someone his heart, and ended on December 26, when this ungrateful person “gave it away.”

3. George Michael wrote and produced the song—but that’s not all.

Singers George Michael (left) and Andrew Ridgeley, of the band 'Wham!', performing on stage, July 1986
Dave Hogan/Getty Images

By the time Wham! recorded “Last Christmas” in August (yes, August) 1984, Michael had taken full control of the group. In addition to writing and producing the song, Michael insisted on playing the Roland Juno-60 synth in the studio. “George wasn’t a musician,” engineer Chris Porter said. “It was a laborious process, because he was literally playing the keyboards with two or three fingers.” Michael even jangled those sweet sleigh bells himself.

4. “Last Christmas” didn’t reach #1 on the UK charts.

As the movie Love Actually reminds us, scoring a Christmas #1 in the UK is a really big deal. Unfortunately, “Last Christmas” didn’t give Wham! that honor. It stalled at #2, and to this day it has the distinction of being the highest-selling UK single of all time to not reach #1.

5. George Michael sang on the song that kept “Last Christmas” at #2.

“Last Christmas” was bested on the UK charts by Band Aid’s “Do They Know It’s Christmas,” an all-star charity single benefiting Ethiopian famine relief. Michael sang on “Do They Know It’s Christmas,” and was so committed to the cause that he donated his profits from “Last Christmas” to helping the African nation.

6. George Michael was sued for plagiarism over “Last Christmas.”

In the mid-1980s, the publishing company Dick James Music sued George Michael on behalf of the writers of “Can’t Smile Without You,” a schmaltzy love song recorded by The Carpenters and Barry Manilow, among others. According to Chris Porter, the recording engineer on “Last Christmas,” the suit was dismissed after a musicologist presented 60-plus songs that have a similar chord progression and melody.

7. "Last Christmas" has been covered by a lot of other artists.

Andrew Ridgeley (right) and George Michael (1963-2016) of Wham! performing on stage together in Sydney, Australia during the pop duo's 1985 world tour, January 1985.
Michael Putland/Getty Images

Jimmy Eat World, Hilary Duff, Good Charlotte, Ariana Grande, Carly Rae Jepsen, Gwen Stefani, and Taylor Swift are just a few of the artists who’ve covered “Last Christmas” over the years. The strangest rendition may be the 2006 dance version by the Swedish CGI character Crazy Frog, which reached #16 on the UK charts.

8. Some people make a concerted effort to avoid hearing “Last Christmas.”

While millions of people delight in hearing “Last Christmas” every year, an internet game called Whamageddon encourages players to avoid the song from December 1 to 24. The rules are simple: Once you hear the original Wham! version of “Last Christmas” (remixes and covers don’t count), you’re out. You then admit defeat on social media with the hashtag #Whamageddon and wait for your friends to suffer the same fate. Note: The rules prohibit you from “deliberately sending your friends to Whamhalla.”

9. “Last Christmas” finally charted in America following George Michael’s death in 2016.

Back in 1984, “Last Christmas” wasn’t released as a commercial single in the United States, and therefore it wasn’t eligible for the Billboard Hot 100 chart. However, Billboard changed its rules in 1998, and in the wake of George Michael’s unexpected death on Christmas Day 2016, the song finally made its Hot 100 debut. In December 2018, it reentered the charts and peaked at #25.

10. George Michael was involved in the Last Christmas movie.

November 2019 saw the release of Paul Feig's Last Christmas, a romantic comedy inspired by the song starring Game of Thrones's Emilia Clarke. Producer David Livingstone came up with the idea while George Michael was still alive, and when he pitched the pop star on the project, he was given the greenlight—with one condition: Michael stipulated that actress and author Emma Thompson write the movie. Thompson co-authored the story and the screenplay, and she even wound up playing a supporting role.

The Origins of 12 Christmas Traditions

Tom Merton/iStock via Getty Images
Tom Merton/iStock via Getty Images

From expecting Santa to fill our footwear with gifts to eating cake that looks like tree bark, the holidays are filled with traditions—some of which are downright odd when you stop and think about them. Where did they come from? Wonder no more. Here are the origins of 12 Christmas traditions.

1. Hanging Stockings

While there’s no official record of why we hang socks for Santa, one of the most plausible explanations is that it's a variation on the old tradition of leaving out shoes with hay inside them on December 5, the eve of St. Nicholas’s feast day. Lucky children would discover that the hay they left for St. Nick’s donkey had been replaced with treats or coins when they woke up the next morning. Another story says that St. Nicholas learned of a father who was unable to pay for his three daughters' dowries, so St. Nick dropped gold balls down a chimney, which landed in stockings hung by the fire to dry. But this appears to be a modern telling—traditional versions of the story generally have the gold land at the father's feet after being thrown through a window.

Regardless of what started the tradition, people seem to have realized the need to use a decorative stocking in place of an actual sock pretty early on. In 1883, The New York Times wrote:

"In the days of the unobtrusive white stocking, no one could pretend that the stocking itself was a graceful or attractive object when hanging limp and empty from the foot of the bedstead. Now, however, since the adoption of decorated stockings ... even the empty stocking may be a thing of beauty, and its owner can display it with confidence both at the Christmas season and on purely secular occasions."

2. Caroling

Though it may seem like a centuries-old tradition, showing up at people’s houses to serenade them with seasonal tunes only dates back to the 19th century. Before that, neighbors did visit each other to impart wishes of good luck and good cheer, but not necessarily in song. Christmas carols themselves go back hundreds of years, minus the door-to-door part. The mashup of the two ideas didn’t come together until Victorian England, when caroling was part of every holiday—even May Day festivals. As Christmas became more commercialized, caroling for the occasion became more popular.

3. Using Evergreens as Christmas Trees

Rows of Christmas trees at tree farm on cold winter morning
arlutz73/iStock via Getty Images

Before Christianity was even conceived of, people used evergreen boughs to decorate their homes during the winter; the greenery reminded them that plants would return in abundance soon. As Christianity became more popular in Europe, and Germany in particular, the tradition was absorbed into it. Christians decorated evergreen trees with apples to represent the Garden of Eden, calling them "Paradise Trees" around the time of Adam and Eve's name day—December 24. Gradually, the tradition was subsumed into Christmas celebrations.

The tradition spread as immigrants did, but the practice really took off when word got around that England’s Queen Victoria decorated a Christmas tree as a nod to her German husband’s heritage (German members of the British royal family had previously had Christmas trees, but they never caught on with the wider public). Her influence was felt worldwide, and by 1900, one in five American families had a Christmas tree. Today, 25 to 30 million real Christmas trees are sold in the U.S. every year.

4. The Colors Red and Green

As with many other old Christmas traditions, there’s no hard-and-fast event that deemed red and green the Official Colors of Christmas™. But there are theories—the green may have derived from the evergreen tradition that dates back to before Christianity, and the red may be from holly berries. While they’re winter-hardy, just like evergreens, they also have a religious implication: The red berries have been associated with the blood of Christ.

5. Ugly Christmas Sweaters

To celebrate this joyous season, many people gleefully don hideous knitwear adorned with ribbons, sequins, bows, and lights. In the past, the trend was embraced solely by grandmas, teachers, and fashion-challenged parents, but in the last decade or so, the ugly sweater has gone mainstream. We may have Canada to blame for that: According to the Ugly Christmas Sweater Party Book, the ugly sweater party trend can be traced to a 2001 gathering in Vancouver.

6. Leaving Milk and Cookies for Santa

Closeup image of wish list and treats for Santa Claus on table next to burning fireplace
Artfoliophoto/iStock via Getty Images

When we plunk a few Oreos or chocolate chip cookies on a plate for St. Nick, accompanied by a cold glass of milk, we’re actually participating in a tradition that some scholars date back to ancient Norse mythology. According to legend, Odin had an eight-legged horse named Sleipnir. Kids would leave treats for Sleipnir, hoping that Odin would favor them with gifts in return. The practice became popular again in the U.S. during the Great Depression, when parents tried to impress upon kids the importance of being grateful for anything they were lucky enough to receive for Christmas.

7. The A Christmas Story Marathon on TBS

If one of the highlights of your holiday is tuning in for 24 hours of watching Ralphie Parker nearly shoot his eye out, you’re not alone—over the course of the day, more than 50 million viewers flip to TBS. The marathon first aired on TNT in 1997, then switched to sister station TBS in 2004. This Christmas marks the 20th year for the annual movie marathon.

8. Yule Logs

Chocolate yule log cake with red currant on wooden background
etorres69/iStock via Getty Images

Throwing a yule log on the fire is another tradition that is said to predate Christianity. As part of winter solstice celebrations, Gaels and Celts burned logs decorated with holly, ivy, and pinecones to cleanse themselves of the past year and welcome the next one. They also believed the ashes would help protect against lightning strikes and evil spirits. The practice was scaled down over time, and eventually, it morphed into a more delicious tradition—cake! Parisian bakers really popularized the practice of creating yule log-shaped desserts during the 19th century, with various bakeries competing to see who could come up with the most elaborately decorated yule log.

If you prefer a wood yule log to one covered in frosting, but find yourself sans fireplace, you can always tune in to Yule Log TV.

9. Advent Calendars

Technically, Advent, a religious event that has been celebrated since the 4th century, is a four-week period that starts on the Sunday closest to the November 30 feast day of St. Andrew the Apostle. Traditionally, it marked the period to prepare for Christmas as well as the Second Coming. These days, it’s mostly used as a countdown to Christmas for the religious and the non-religious alike.

The modern commercialized advent calendar, which marks the passage of December days with little doors containing candy or small gifts, are believed to have been introduced by Gerhard Lang in the early 1900s. He was inspired by a calendar that his mother made for him when he was a child that featured 24 colored pictures attached to a piece of cardboard. Today, advent calendars contain everything from candy to LEGOs.

10. Eggnog

Eggnog in two glass cups
GreenArtPhotography/iStock via Getty Images

It’s hard to imagine why anyone would be inspired to chug a raw egg-based drink, but historians agree that 'nog was probably inspired by a medieval drink called posset, a milky drink made with eggs, milk, and sometimes figs or sherry. These were all pricey ingredients, so the wealthy often used it for toasting.

Eggnog became a holiday drink when colonists brought it over from England, but they found a way to make it on the cheap, nixing the figs and substituting rum for sherry. And how about that weird "nog" name? No one knows for sure, but historians theorize that nog was short for noggin, which was slang for a wooden cup, or a play on the Norfolk variety of beer also called nog (which itself may be named after the cup).

11. Mistletoe

Mistletoe has been associated with fertility and vitality since ancient times, when Celtic Druids saw it as such because it blossomed even during the most frigid winters; the association stuck over the centuries.

It’s easy to see how fertility and kissing can be linked, but no one is quite sure how smooching under the shrub (actually, it’s a parasitic plant) became a common Christmas pastime. We do know the tradition was popular with English servants in the 18th century, then quickly spread to those they served. The archaic custom once allowed men to steal a kiss from any woman standing beneath; if she refused, they were doomed with bad luck.

12. Christmas Cards

Exchanging holiday greetings via mail is a surprisingly recent tradition, with the first formal card hitting shelves in 1843. Designed by an Englishman named J.C. Horsley, the cardboard greeting showed a happy group of people participating in a toast, along with the printed sentiment, "A Merry Christmas and a Happy New Year to you.” A thousand of them were printed that first year, and because it cost just a penny to mail a holiday hello to friends and family (the card itself was a shilling, or 12 times as much), the cards sold like hotcakes and a new custom was born. Today, Americans send around 2 billion cards every year.

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