Last time I bought a new car - I test drive what I wanted and then...
1) I priced it on the internet for average sales price in my area with the options I wanted.
2) I asked for prices from the 2 dealerships in the area for what I wanted.
3) I put them in a bidding war.
Ended up about $1k cheaper then the average for the area and got the better of one of the sales managers. He told me that he could ship it out of state and make more. My reply was...well better order the truck, because if you can’t beat this price I have to do what’s right by my family and go with the other dealer. He was ticked.
Only downside is the place that lost out is the one that I prefer from a service department - they are really good. A bit annoyed when I took the new car in the first time, but when I told them to take all that advertisement stuff off I didn’t ask for they were happy to oblige. :)
Forgot to mention - other then the original test drive - I didn’t set foot in either dealership until I inspected and took possession of the car.