what percentage of msrp should I expect to pay for last year's car model?

A lot depends on the car and that particular model. If it has been on the lot a year then it probably is not a big seller so you can probably negotiate with them. I have negotiated lots of cars for family members and I can tell you that most dealers are reasonable if they are sure you are an educated buyer. If they know you are an uneducated sucker then they will not drop the price a bit. Do your homework if you really want the car. Before I have even dialed the dealer, and yes I pull deals off the phone, I already know the MSRP, the dealer cost and, the price of all the options on the car and the true market value of the car. I just scored a 2014 Accord 15% off sticker so I know 20 percent can be done with a 2013 only it depends on the particular model. Some cars have more markup then others. Dealers are acutely aware that the next years models are coming soon, some are starting to ship now. Essentially, they know when the new ones show up the 2013 and 2014's will drop another 10 percent in value. That is why they are giving you 10 percent off. Consider it the new MSRP and negotiate down from there. They will bellyache that they are not making any money on the car already but I tell them that their problem is not my problem. I would tell them that I won't take a 20% hit on the value of a 2013 for a mere 10% reduction in price when I can and I will take a 2014 with only a 10 percent discount in value and negotiate down from the MSRP. It is simple arithmetic and these guys at least understand that.

Get yourself educated. Truevalue dot com and Edmunds are good sites to get started.

Go to Edmunds.com and enter the make model and all options. Edmunds will tell you what a fair price really is. No harm in asking for a lot less if it been on the lot that long. Don't worry about them laughing.

I pay no more than 100 dollars over invoice. You will have to visit a few dealers to get that price but they will sell it to you for that price if you are firm. Let them know that paying that price is your goal and you are firm on the offer. They will usually give it to you for that.unless it is a really hot car that everyone wants.

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I think she said she doesn't want to pose nude for the internet.

Go to Truecar.com and look at the price that other people are paying for the 2014 model (I don't think they still have 2013 prices), then reduce that by about 5%-10%. However, the dealer has money in the car and has been paying interest on the loan he got to buy the car from the manufacturer, so he won't be eager to simply go for your low price offer. You might have to go a couple of rounds of negotiations with him before he agrees with your offer.

20% off is a lot, but you may be able to drive that bargain at a sales event, especially on the last day of the event. During those events there is a lot of pressure on sales so a deal that would not be cut at other times may be accepted.

It does not hurt to meet with a salesman now and negotiate, holding firm to the price you have decided to defend. Odds are you will leave in the same car you arrived in but you will have his card. The next time they have a weekend sales event, go in mid-day Sunday and try again.