See, this is why I don't do anything at the dealership besides talk final price - no trade in, no financing/monthly payment numbers, no overpriced add-ons. Give me an amount to write on the check and I'll tell you where to send the paperwork for the title. End of game.
I'm willing to haggle over the final price because I know what I can get the same or similar car for at three other dealerships within an hour's drive.
I arrange my financing ahead of time (credit union, bank, eloan.com, capitaloneautofinance.com) to get the best rate I can, a loan term I can live with and a monthly payment I know is correct. I don't trust the back-office guy at a dealership to give me the best deal "for me". It is usually the best deal for "him". I was screwed only one time on financing before I learned what really happens, only it wasn't +2% for the dealer, it was 4.5% extra.
I've also learned that having the cash to pay for the vehicle downpayment doesn't really matter much unless you have it all. If there is financing to be done, the dealer will typically find some way to get a little bit extra out of the deal, no matter how much cash you put in front of him. It's all about selling and making money, doesn't really matter where the money comes from.
Off my soapbox now...
