[jmciver]

So I have a negotiating question regarding incentives based on the last few posts... I have read in multiple places that when negotiating, it is always best to negotiate the final price of the car BEFORE bringing any incentives/credits/rebates to the table. But since those credits are a direct profit for the dealer (essentially cash directly from the manufacturer to the dealer) wouldn't it be good to use those incentives in parallel with negotiating the initial offer price?

For example, BMW currently offers 4 basic credits for new car sales: Finance/Lease, Loyalty, Military, and College Graduate - each with a certain monetary value that is profit for the dealer. If a buyer is qualified for more credits, which means more profit for the dealer regardless of the final sale price, wouldn't the dealer be more willing to offer a higher percentage off MSRP?

In my case, I am eligible for 3 of those 4 credits, which this month equates to a total credit of $4250. So my initial offer to a dealer might be: "I want 10% off MSRP and I am eligible for a total BMW credit of $4250" (I plan to finance, not lease, but I would not mention that yet at this point in the negotiations). 10% off MSRP is on the higher end of what people seem to be getting. But I would think a dealer would be more willing give to a higher percentage off MSRP due to the credits I am eligible for (which I believe is higher than your average buyer). Am I off in my negotiating logic?