BRUSH UP YOUR NEGOTIATING SKILLS

To be a good negotiator, you need to do your homework. The following homework can be done in any order, but it must be done before your trip to the dealership to look at cars.

• Read about the cars you are considering. Start with the Consumer Reports for information about costs and reliability. Next, try Road & Trade or Car and Driver to see how the experts like the vehicle and what specific options and equipment they recommend. Look at other magazines and publications and go from there. This you should start right away. Some of the information sources that you can use are: The Edmund Guides, Kelly Blue Book Auto Market Report, commonly called the Blue Book, and the N.A.D.A. (The National Automobile Dealers Association Dealers Association) Official Used Car Guide.

• Choose which car and options to buy. This part of your homework includes pricing options like stereos and antitheft systems at outside sources. Make a note of what you need versus what you want. Prioritize, then get an estimate of what you can afford and figure out what your payments will be.

• Get your financing in order. Go to a bank, credit union and get your financing in shape before you go into the dealership. Make sure you are approved for enough money at a good interest rate, and make sure it will be available when you want it. It is really frustrating to lose a car or to pay top financing interest rates because your loan falls through or because you haven't financed enough to cover the car you really want.

• Price your trade-in. Don't dismiss selling a car yourself.

• Pick the dealership. Consider only those dealerships that are close to you and therefore convenient. It is important that these dealerships be large enough to offer discounts more easily. Also, check for longevity and reputation, and the success of the dealership in fulfilling repair warranties.

• Pick the time and a buying companion. Your advantages as a buyer are strongly influenced by picking the best time (end of the month, weekdays, late in the day, before closing), and take the right people with you. Go when it makes sense for you to get a great deal.

• Practice. If the opportunity presents itself, go with a friend to his car buy and practice. Help him with his buy and use the experience gained for your benefit. If you make mistakes, make sure they are made before your own purchase.