Dealer worksheets are often padded with "soft" fees that add zero value to the car. 5 Hidden Fees Dealerships Charge on New Cars

Do not even mention your trade-in until after you have a firm, written agreement on the OTD price of the new car.

A pre-approval gives you a baseline interest rate. Tell the dealer to "beat this rate" rather than letting them dictate the terms.

Selling price, taxes, title, registration, and all dealer fees.