KBB, Edmunds, NADA etc are all simply guides. Just b/c it's in a book doesn't mean squat. You don't know, but could probably find out by asking, how much they've got invested in the car. As someone mentioned, is it a hard to find vehicle w/ certain options? Is it especially clean and low miles?
Do some research and see what the SAME car is going for elsewhere. If you don't think it's worth the asking price, or what you can haggle to, then don't buy it. The dealer doesn't care, he'll sell it to someone else.
I did car sales for a long time, it's actually pretty fun, but the hours suck. And the one thing I hated most was people who came in whining that this or that book says the car is only worth this much. Fine, phuk face, go by it somewhere else for that price if you're so sure you can get it for that. What I'm trying to say is don't go to a dealer quoting BS numbers from some worthless source like KBB, NADA or Edmunds. Cars are like other commodities, they have a market value. If you MUST quote a book try using a more realistic source like a Galves report or similar.
Instead try approaching the dealer and politely ask him what he's basing his price on. And I'm sure he'll politely ask you what you're basing your offer on. Doing things this way most often ends up with a deal being worked out that makes both parties involved happy. Just remember, the sure fire way to irk your dealer and make the deal much harder to come to is to go in spewing nonsense for lame sources.
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