1. Cross out the upper left corner, the one that says "trade in". You're not trading in your old car. You're selling it private party for more money.
2. Cross out the lower right corner, the one that says "monthly payment". You're not taking out a loan. You're paying cash.
3. Cross out the lower left corner, the one that says "down payment", and write 100%. You're not taking out a loan. You're paying cash.
4. All that's left is the price of the car. That is what you negotiate. (Although -- be careful about add-ons such as the $2000 rustproofing.)
Some dealers won't take cash, because it eliminates their ability to engage in deception. If you encounter such a dealer, walk out. If they refuse to let you walk out, call the police.
Tip: you can avoid 100% of dealer nonsense and idiocy by buying a car without going through a dealer. For new cars in the US, the only way to pull this off is to buy from Tesla or a few other boutique EV carmakers. The vast majority of carmakers have no sales channels for new cars other than dealers. You could of course always choose to buy a used car and avoid buying them from dealers.
2. Cross out the lower right corner, the one that says "monthly payment". You're not taking out a loan. You're paying cash.
3. Cross out the lower left corner, the one that says "down payment", and write 100%. You're not taking out a loan. You're paying cash.
4. All that's left is the price of the car. That is what you negotiate. (Although -- be careful about add-ons such as the $2000 rustproofing.)
Some dealers won't take cash, because it eliminates their ability to engage in deception. If you encounter such a dealer, walk out. If they refuse to let you walk out, call the police.
Tip: you can avoid 100% of dealer nonsense and idiocy by buying a car without going through a dealer. For new cars in the US, the only way to pull this off is to buy from Tesla or a few other boutique EV carmakers. The vast majority of carmakers have no sales channels for new cars other than dealers. You could of course always choose to buy a used car and avoid buying them from dealers.