Negotiations with dealership

Hello!
I am looking for either a new 2023 Tacoma SR 2WD Crew cab or a year or two old Tacoma with very low mileage.
I haven’t bought a new truck in a long time. What negotiations should I come in with on a new truck? A certain percentage off MSRP or should I ask for the invoice price and make my offer $1,000 above that?
If used, what is a typical dealer markup on used trade ins such like I want? Like should I make an offer at a certain percentage below their asking price since I have no idea what they paid for the trade in?

 

things have changed significantly since the shutdowns from covid and all the associated shortages.

if you attempt to discuss invoice pricing, they'll likely just start laughing.

for the most part, it's still currently a sellers market, not the buyers market it was before. attempting to discuss discounts off sticker price in any way is likely to not go great.

the only way to attempt to get something of a discount is to play the numbers game with financing, and/or trade-in valuation. even if you don't intend to finance through them(or finance through them and them and then pay if off immediately), that's really the only leeway you'll get in the current market.

 

Yes things certainly have changed the last three years, supply is still behind demand. Most of the trucks are sold before they hit the lot. Plan on paying at or near sticker, and well above for specialty vehicles like the PRO. Used values are up although coming down a tad at least from what i see. There's a couple long threads where people are sharing what they paid for what vehicle. a year ago almost every one was paying over MSRP. 4 months ago i paid 1500$ under. Ive seen as much as 2500 under MSRP but thats the most ive seen and seems rare. Results may vary but that seems to be the common denominator

 

Check out this thread to get an idea of what people are paying:
https://www.tacomaworld.com/threads...at-did-you-pay-for-your-tacoma.788660/page-15

 

Lot inventory dictates negotiation power.

There's a boat load of tacomas and tundras right now on lots and they want them gone, just make sure the dealer has more than 10 and you can easily push for lower prices.

 

And some stealerships are imposing an automatic $5000-$15000 that is completely non-negotiable. Or adding $7000 of crap-options that they refuse to remove the charges for.

There is one dealership near me that only charges MSRP and does not play the "add-ons" game. Others in the area just tack on money and tell you to suck it up.