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.”

5 Simple Ways to Upgrade Your Green Bean Casserole

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Green bean casserole became a fixture of Thanksgiving spreads shortly after Dorcas Reilly invented the dish in 1955. The classic recipe, which includes Campbell’s condensed cream of mushroom soup and French’s French fried onions, is a sacred piece of Americana—but there's nothing stopping you from playing around with it this Thanksgiving. Just brace yourself for skeptical looks from your more traditional relatives when these variations hit the table.

1. USE HOMEMADE FRIED ONION RINGS.

Green bean casserole typically calls for crispy fried onion bits from a can—and that's fine if you're pressed for time on the big day. But if you're looking to make your casserole taste unforgettable, it's hard to beat to fresh onion rings fried at home. Homemade onion rings are more flavorful than the store-bought stuff and they provide an eye-popping topper for your dish. If you're interested in making onion rings part of your Thanksgiving menu, this recipe from delish will walk you through it.

2. ADD SOME GOUDA.

This recipe from Munchies gives the all-American green bean casserole some European class with shallots, chanterelles, and smoked gouda. Some family members may object to adding a pungent cheese to this traditional dish, but tell them to wait until after they taste it to judge.

3. LIGHTEN IT UP.

As is the case with any recipe that calls for a can of creamy condensed soup, green bean casserole is rarely described as a "light" bite. Some people like the heavy richness of the dish, but if you're looking to give diners a lighter alternative, this recipe from Food52 does the trick. Instead of cream of mushroom soup, it involves a dressing of crème fraîche, sherry vinegar, mustard, and olive oil. Hazelnuts and chives provide the crunch in place of fried onions. It may be more of a salad than a true casserole, but the spirit of the classic recipe is alive in this dish.

4. MIX IN SOME BACON.

Looking to make your green bean casserole even more indulgent this Thanksgiving? There are plenty of recipes out there that will help you do so. This "jazzed-up" version from Taste of Home includes all the conventional ingredients of a green bean casserole with some inspired additions. Crumbled bacon and water chestnuts bring the crunch, and Velveeta ups the cheesy decadence factor to an 11.

5. TURN IT INTO A TART.

If your Thanksgiving menu is looking heavy on the side dishes, consider making your green bean casserole into an appetizer. This green bean and mushroom tart from Thanksgiving & Co. has all the flavors of the traditional casserole baked on an easy-to-eat tart. A tart is also a tasty option if you're looking to repurpose your green bean casserole leftovers the day after.

9 Not-So-Pesky Facts About Termites

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iStock.com/Thithawat_s

Termites get a lot of hate for chewing through buildings, but the little creatures are far more interesting—and ecologically valuable—than we often give them credit for. Unless, of course, you’re Lisa Margonelli, the author of Underbug: An Obsessive Tale of Termites and Terminology, a new book that explores their amazing world. Here are nine facts about the highly social—and occasionally pesky—insects that we learned from the book.

1. THERE ARE FAR MORE TERMITES THAN PEOPLE ON EARTH.

Termite queens live up to 25 years, and can lay somewhere around 30,000 eggs a day. As a result, a single mound can be home to millions of individuals at a time. While the numbers vary from study to study, scientists estimate that the biomass of all the termites in the world is at least as great as that of humans.

2. MOST TERMITES AREN’T PESTS.

Of the 2800 named termite species in the world, the majority have no interest in eating your house. Only 28 species are known to chow down on buildings and infrastructure. Most are actually very beneficial to their ecosystems, clearing dead wood, aerating the soil with their intricate tunnel systems, and enhancing plant growth. Researchers have found that contrary to being pests, networks of termite mounds can help make dry environments like savannas more resilient to climate change because of the way termite mounds store nutrients and moisture, among other benefits.

3. TERMITES ARE GOOD FOR CROPS.

Termites can help make soil more fertile. In one study, researchers in Australia found that fields that were home to ants and termites produced 36 percent more wheat, without fertilizer, compared to non-termite fields. Why? Termites help fertilize the soil naturally—their poop, which they use to plaster their tunnels, is full of nitrogen. Their intricate system of underground tunnels also helps rainfall penetrate the soil more deeply, which reduces the amount of moisture that evaporates from the dirt and makes it more likely that the water can be taken up by plants.

4. TERMITES HAVE VERY SPECIFIC ROLES IN THEIR COLONY.

Each termite colony has a queen and king termite (or several), plus workers and soldiers. This caste system, controlled by pheromones produced by the reigning queen, determines not just what different termites do in the colony but how they look. Queens and kings develop wings that, when they’re sexually mature, they use to fly away from their original nest to reproduce and start their own colony. Once they land at the site of their new colony, queens and kings snap off these wings, since they’ll spend the rest of their lives underground. Queens are also physically much larger than other castes: The largest type of termite, an African species called Macrotermes bellicosus, produces queens up to 4 inches long.

Unlike their royal counterparts, most workers and soldiers don’t have either eyes or wings. Worker termites, which are responsible for foraging, building tunnels, and feeding the other castes in the nest, are significantly smaller than queens. M. bellicosus workers, for instance, measure around 0.14 inches. Soldier termites are slightly bigger than workers, with large, sharp mandibles designed to slice up ants and other enemies that might invade the nest.

5. TERMITES ARE ONE OF THE FASTEST ANIMALS IN THE WORLD.

Apologies to cheetahs, but termites hold the record for world’s fastest animal movement. Panamanian termites can clap their mandibles shut at 157 miles per hour. (Compare that to the cheetah’s run, which tops out at about 76 miles per hour.) This quick action allows tiny termite soldiers in narrow tunnels to kill invaders with a single bite.

6. TERMITES ARE SKILLED ARCHITECTS.

In Namibia, quarter-inch-long termites of the genus Macrotermes can move 364 pounds of dirt and 3300 pounds of water each year total in the course of building their 17-foot-tall mounds. Relative to their size, that’s the equivalent of humans building the 163 floors of Dubai’s Burj Khalifa, no cranes required. And that’s not even the tallest termite mound around—some can be up to 30 feet high. More impressively, termites cooperate to build these structures without any sort of centralized plan. Engineers are now trying to replicate this decentralized swarm intelligence to build robots that could erect buildings in a similar fashion.

7. TERMITES BUILD THEIR OWN AIR CONDITIONING.

Some termites have developed an incredibly efficient method of climate control in the form of tall, above-ground mounds that sit above their nests. Organized around a central chimney, the structures essentially act as giant lungs, "breathing" air in and out as the temperature outside changes in relation to the temperature inside. Thanks to these convection cycles, termites keep underground temperatures in their nest between roughly 84°F and 90°F.

8. TERMITES ARE FARMERS.

Humans aren’t the only ones cultivating crops. Termites farm, too. They’ve been doing it for more than 25 million years, compared to humans’ 23,000 years. Some species of termite have evolved a symbiotic relationship with Termitomyces fungi, growing fungus in underground gardens for food. When they fly off to create a new colony, termite queens bring along fungus spores from their parent colony to seed the garden that will feed their new nest. Foraging termite workers go out and eat plant material that they can’t fully digest on their own, then deposit their feces on the fungus for it to feed on. They can then eat the fungus. They may also be able to eat some of the plant material after the fungus has sufficiently broken it down. The mutually beneficial relationship has led some scientists to suggest that the fungus, which is much larger in both size and energy production than the termites, could in fact be the one in control of the relationship, potentially releasing chemical pheromones that lead the termites to build the mound they live in together.

9. TERMITES ARE MICROBIAL GOLD MINES.

As scientists begin to understand the huge role that micobiomes play in both the human body and the rest of the world, termites provide a fascinating case study. About 90 percent of the organisms in termite guts aren’t found anywhere else on Earth. In their hindgut alone, they host as many as 1400 species of bacteria. These microbes are so efficient at converting the cellulose-rich wood and dead grass that termites eat into energy, scientists want to harness them to make biofuel from plants.

Want to learn more about termites? Get yourself a copy of Underbug on Amazon for $18.

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