Negotiating is like chess. You try to anticipate your opponent's next move so you can counter it.
While most consumers know it's important to prepare for car shopping, they don't always know what to prepare for and in what order things will happen. In some cases, the customers see the salespeople as the enemy and direct all their energy toward them. However, the salespeople are only a part of a bigger picture. Once you understand the way the car-buying process works, you will know how to anticipate the "other side's" moves and get the best deal.