[header] How to negotiate with a car salesman [title] Try to secure financing before you shop. [step] If you wait to get financing through the dealer, then the dealer will have the upperhand in the negotiation. If you come to the lot with financing secured already, you will have that as a tool in your negotiation. 
[substeps] Go to your bank or credit union to apply for an auto loan. You're likely to get a better deal with lower interest, depending on your credit score and if you already have an established relationship with that bank as a customer.