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I have no personal experience with this but I was told by a friend who did it and he told me that he negotiated the price and then when they went to the office to do the details he told them that it would be a cash transaction, at which point everyone tried to change the price upward. He held them to the price they had worked out.
He was ready to walk out and said as much. Eventually he got the deal they agreed to on the floor but he had to have some spine.
Some places will push back on this kind of deal. For the record, it was a Buick dealership in his case.
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