After spending hours in the auto dealership negotiating the price for your new car‚ all you want to do is sign the papers and go home. First‚ however‚ you’ll have to talk with someone in the finance department. Well‚ okay. How difficult could that be‚ since you have a pre-approved loan from your credit union? But as your salesperson ushers you through the door‚ you get an uneasy feeling.

This isn’t going to be quick or easy. Depending on the personality of the person in the finance department, you're in for another round of sales patter or arm twisting. "Finance" people earn commissions on after-market products such as from undercoating (rustproofing) and multiple-year extended warranties. Trying to sell you these items can consume two hours of your time. And since they now have the papers you need to sign‚ you’re trapped.

Here’s how to avoid all this aggravation (and by the way‚ we don’t recommend buying any after-market items): Tell your salesperson‚ before agreeing to a sale price‚ that you’d appreciate his expediting your paperwork after the sale is agreed upon because you don’t wish to buy any after-market items. If he balks at your request‚ politely thank him‚ get up and leave. He will probably follow you and tell you he’ll see what he can do. If not‚ find a dealership that will grant you your wish.