The first step is to making a successful deal is to reshape the way you think about the nature of negotiations. "Contrary to popular belief," advises Marion Luna Brem, owner of Love Chrysler, Inc. in Corpus Christi, Texas, and author of "Women Make the Best Salesmen," "negotiation is not a way to gain more power or leverage over someone. … It's a communication, one designed to produce progress. 'Negotiation' is a business term for finding a way - for both parties to get, if not exactly what they want, something that works for them."

Research is the best offense
When negotiating for a car, it's important to be armed with substantial information about the vehicle. The Internet is a great source for automotive information and statistics. Manufacturer websites provide specific information about automotive features, and websites like Edmunds.com, NADA.com and WomanMotorist.com provide free car reviews. In addition to online resources, daily newspapers will run one or two weekly automotive editorial sections with car reviews. 
For unbiased car information, many consumers trust Consumer Reports, a well-respected buying guide that tests and reviews all sorts of products, including cars. The magazine receives no automotive advertising and purchases cars directly from the lot to test them. Consumer Reports advises buyers to negotiate from the invoice price (the price paid by the dealership for the vehicle) as opposed to the manufacturer's suggested retail price (MSRP). If asked, a salesperson should offer this information, but the Internet is also full of sites with invoice costs - including Consumer Reports' online counterpart, www.ConsumerReports.org.

Besides pricing, some Latinas may be interested in issues like fuel economy, crash test ratings, repairs or resale value. "Consumer Reports Buying Guide" or the National Automotive Dealers Association's "NADA Blue Book" (which is actually yellow) are great resources.

Investigate financing options
For Latinas with a good credit rating, financing is a fairly simple process. You can arrange to finance a vehicle with your bank, or you can see what the dealership offers. Because dealerships have access to a variety of funding sources, they can usually beat conventional interest rates. However, if a buyer negotiates a good deal on the price of the car, the dealership will usually make up the difference with its own financing. 

GMAC, a division of General Motors, recently launched a special program to appeal to Latino car buyers. Currently focused in GMAC's Western region but expected to expand nationwide soon, the program offers consumers a bilingual hotline, 1-800-ADELANTE, which enables buyers to start the credit process before shopping for a GM vehicle.
To receive your credit rating, a number of credit bureaus offer credit report services. CarBuyingTips.com offers links to a few of them - Equifax Credit Source, TrueCredit and ConsumerInfo.

For Latinas with credit issues, many dealers will encourage lease agreements over a sale. Leasing may be more feasible, but it's important to read over the lease agreement carefully, checking for mileage limits and other factors that would terminate the lease prematurely. Understand that with a lease you are renting the vehicle, not purchasing it. After making payments for three to five years, you usually have to return the vehicle to the dealer.

Those with no credit history do not have to panic. Banks and lenders are getting more creative in this situation, using phone bills and apartment rental records to replace traditional credit history sources such as credit cards. 

Timing is everything 
The end of each month is an ideal time for buyers. Sales staff often have quotas to meet by the month's end and will be more likely to make a deal. The first of the year is also a good time because sales after Christmas are slow, as is the early fall, when dealerships are trying to make room for next year's soon-to-arrive models. Brem cautions, however, that conventional wisdom can be outdated. Although timing is important, there are exceptions. Many manufacturers are introducing new vehicles mid-year rather than in the fall. Good preliminary research on particular brands and models will reveal a new vehicle's launch date before you head out to the dealership.

Trust a gut instinct 
Mary Treviño of Austin, Texas, will attest that a good vibe from the salesman will help the car buying process go more smoothly. When shopping for a Chevrolet Cavalier, Treviño shopped at several dealerships, taking her son along with her. But once the salesmen discovered that she was recently divorced, they refused to sell her a vehicle. "They also spoke to me like I knew nothing about cars," she says.

Treviño's brother referred her to another dealership, and immediately she felt more comfortable. "I went there and was treated differently. I told them that my brother had just bought his car from them, and they bent over backwards to help me. I got the car the same day."
Some women may want to take a man to a dealership so as to avoid experiences like Treviño's, but that can also work against them. Salesmen don't appreciate the "good cop/bad cop" approach, which will damper their enthusiasm towards making a deal with you. Brem's advice: if for any reason you're not happy with the first salesman that approaches you, ask management for another. "This is perfectly acceptable," she asserts.

Hire a broker
If the prospect of buying a new car is completely unappealing, you can hire a car broker to negotiate the deal for you. That person should be familiar with cars and the car buying process, but he or she should not be associated in any way with a particular dealership. Finding that person can start by word of mouth, or, once again, with the aid of the Internet.

For Les Galicia Dase, "It was the best $250 I ever spent." Dase, a senior accountant for Cirrus Logic, was referred to her broker by a friend. Based on the information she supplied him regarding her income and vehicle preference, he shopped the lots and even negotiated the deal. "Once I made a decision, I showed up to fill out the paperwork and walked off with my car. I saved time, hassles, and felt he made me a great deal," she says.

Car buying may be a challenge, but it's also a part of life. To get through the process painlessly, arm yourself with as much information as possible. And most importantly - always be willing to walk away from a bad deal.

 

Keep On Track by Going Online The easiest way to gain access to the immense amount of automotive information out there is via the Internet. Here is just a sampling of available resources. General Information, Pricing & Reviews www.Automotive.com www.Autosite.com (Automotive Information Center) www.CarBuyingTips.com www.CarPrices.com www.CarReview.com  www.ConsumerReports.org www.Edmunds.com www.KBB.com (Kelly Blue Book) www.NadaGuides.com www.NewCarTestDrive.com www.WomanMotorist.com Playing It Safe To make sure you're getting the level of safety you need in a vehicle, the following sites offer safety advice, testing results, and recall announcements: www.Car-Safety.org www.MyCarStats.com www.nhtsa.dot.gov (National Highway Traffic Safety Administration) These sites are only a representation of the resources available online; it is not a complete list, nor one endorsed in any way by LATINA Style.

PHOTOS: Photos courtesy of General Motors.