Often you can be "ambiguous" as to the loan/cash until after you've negotiated a deal. Gspeed is correct, over the years I'm convinced I can negotiate a slightly better price if I agree to take a loan. Last two cars I've been ambiguous, letting me get quoted "payments" but always focussing on the PRICE of the car, then at the end, when I feel the deal is right, just write a check. Worse case like gspeed said, just agree to the loan and then pay it off immediately. Either way the price is often subsidized by the idea of creating a loan event.