LOL, on the local news website just this morning:

https://www.click2houston.com/consumer/2020/02/04/tips-for-how-to-get-the-best-price-on-a-new-car-as-told-by-a-former-car-salesman/

DO NOT COUNTER, if you 'give in' first, they know they won the deal. Wait for them to counter.

I've NEVER negotiated a car purchase in person. All my previous deals have been via phone. I will visit the dealer one time to kick the tires and meet the salesperson but I only tell them I'm looking. Once I'm ready, after doing all my internet research, getting pre-approved if applicable etc, I contact them again with my drive out details and let them do the "talk to their manager" bit while I'm in the comfort of my own home and not rushed.
I've only had to walk out of a dealer once when the finance guy tried to pull some B.S., I had no sooner loaded up the wife and kids (whom were very young) and left the dealer when the salesperson was calling me on my mobile about what went wrong. I told him that I had told him they get ONE CHANCE at my business, they failed and I thus left. I think I was only 30 at the time.
A few hours later, at my convenience, I went back and signed the paperwork that matched the numbers I told them up front. I was there less than 20 minutes.

I often get involved when friends and family make large purchases, they know I negotiate for a living. I actually love the art of the deal. Boggles my mind that some people pay sticker, bless their hearts.

Yep, that's where I got it, was required reading back in college.
Could not recall who it was though, thanks!

I'm also a proponent of if it is what you want, then get it. Do not compromise. If you are able to broker a deal YOU think is fair, it is for what YOU want, then you have won. End of story. You know there will always be someone who paid less and someone else who paid more than you.

I'm always willing to pay a little more for exactly the model I'm after, even if it takes months to locate. My current vehicle was located about 300 miles from me, took approx 2 months to find, and the dealer had to send a driver to deliver it to me. That was in 2012 and I'm still driving it. It was EXACTLY the model in the color I was after.

Happy negotiating!