I hate dealerships in general - but - I've been lucky to have good sales people in the two car purchases I've made so far. The trick for me was to be very blunt and clear on what I'm trying to do. Usually I do the research about the car and what I want ahead of time. I've also researched what kinda pricing is normal. I'm also ready to sign the car if the price is right and I like it or walk out if I don't like.

My sense is that salespeople are primed by people who haven't done any research on what they want and doing all that on the spot at the dealership. They're also not exactly sure what they want and are susceptible to be convinced one way or the other. Even when they like a car, most people tend to be not sure and want to try another car or dealership. Hence the usual deal with pricing it higher, offering free accessories, offering a discount and all that jazz.