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It really depends on how much the dealer is offering you. They won't offer you as much, but you since the trade amount is deducted from the purchase of the new car before taxes are applied, you'll save that way. Just do your research on how much the comps are going for your car, tell the dealer you're not going to trade, get the numbers negotiated and then tell them maybe you'll trade in the car and have them make you an offer. Since they've already put in the legwork to make the sale and you've done your pricing homework, you can counter their trade offer. The BRZ is my 9th car. I got 9K selling my 2007 Camry V6 SE with with only 42,000 miles on it, because I got an appraisal from Carmax first and the Subaru dealership couldn't even come close to offering me that much since they don't have a nationwide dealership like Carmax. Either way, you'll have the comps, you'll already know what Carmax will offer you, and you'll have your deal set up with the salesman before you even talk about a trade in. I got more selling my Scion tC privately. And I saved more trading in my Mitsubishi Eclipse because the tax savings added as being in my favor even though the offer was less. Plus, if you "don't have a trade-in" and want to finance the new car, you can usually get a much better finance rate since the salesman wants to make his spiff on top of what ever commission for the sale. Play the long game and keep your cards close to your chest. Also, see if you can figure out how long the car has been on the lot. The dealership is having to pay finance fees to the manufacture, plus insurance, so the longer the car sits there the more they lose. Plus, besides what the dealers cost on the vehicle which is way less than MSRP, they usually get a manufacture incentive on top of the sale. I've paid well bellow MSRP for all my cars. When I was buying my BRZ, 3 other dealers were blowing up my phone trying to sell me one as I negotiating with the salesman. I put it on speaker.
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