86% of the sticker price is pretty close to the dealer's cost, not counting the dealer's holdback.
Don't begrudge a dealer a few dollars profit, if he didn't make a profit, he wouldn't be in business.
That being said, take the sticker price times .86, add maybe $500, offer it cash on the barrelhead and see where it goes. If you feel like they're playing games, walk out.
Like someone else said, one game they play is for the salesman to talk to the Sales Manager ("the desk" as it's known in the trade). That's just a ploy to get you to think the salesman is on your side.
When I was selling, any salesman who wasn't doing anything played the role of the Sales Manager.
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Today's Featured Article - Listening to Your Tractor - by Curtis Von Fange. Years ago there was a TV show about a talking car. Unless you are from another planet, physically or otherwise, I don’t think our internal combustion buddies will talk and tell us their problems. But, on the other hand, there is a secret language that our mechanical companions readily do speak. It is an interesting form of communication that involves all the senses of the listener. In this series we are going to investigate and learn the basic rudimentary skills of understanding this lingo.
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