Get NADA estimates, know that they are just a rough idea of value. I offer 20% below NADA low retail give or take and see where it takes me. I never drive until I've made the deal and tell them that it is the deal maker or breaker. Just my way that works for me. Others do different things. When you are happy with the price that they are happy with, you have a deal. If price too high you may be able to get them to replace tires or buy a warranty for you. Just ask for what you want, they can only say no...or yes!