Short Answer: You cannot negotiate the price or any of the terms associated with a vehicle sale or purchase through Carvana. The used car retailer provides its best algorithm-generated offer upfront for both buying and selling cars, and it does not charge dealership or documentation fees. For more details about Carvana’s pricing and negotiation policies, see below.
Can You Negotiate With Carvana?
Carvana buys and sells used cars and trucks online and at its brick-and-mortar locations in 28 states. Carvana will pick up your car for sale or deliver your purchased car to you — sometimes for free. It will also pick up the purchased vehicle if you need to return it for any reason within seven days. While the traditional buying and selling process can include lengthy negotiations on the price, fees, and the terms of the sale, Carvana does not allow negotiations, a corporate customer service representative said.
On the company’s website, if you type the word “negotiations” in Carvana Chat, an automated response will reply: “We do not negotiate our terms as we offer our best deal upfront. That way all of our customers get our best price with no haggling.” This includes offers it makes to purchase a vehicle; Carvana uses an algorithm to offer its best price.
In its 2019 annual report, the company stated:
“Buying a car at a traditional auto dealership is often a multi-part transaction including vehicle purchase, trade-in, financing and complementary products, and requires over two hours on average, according to the 2019 Car Buyer Journey report from Cox Automotive, and half of that is spent doing paperwork and negotiating…In response to these evolving consumer needs, we built Carvana to provide a no-pressure, no-haggle experience with flexible and fast transactions.”
Additionally, in an interview with WTVM in Columbus, GA, Carvana Associate Director of Communications Amy O’Hara stated that there is “no negotiating and haggling.”
She added that Carvana doesn’t “charge dealership fees.” On its website, Carvana states that it also does not charge documentation fees.
If you live within one of Carvana’s local markets, Carvana will deliver your purchase free of charge. If you live outside of Carvana’s usual service area, you’ll need to pay a nonrefundable delivery fee. Or, you can choose to pick up your car from one of Carvana’s car vending machines, and Carvana will pay up to $200 toward your one-way plane fare and arrange transportation from the airport.
If you’re considering shopping or selling through CarMax instead, CarMax will negotiate some points.