Here's some rambling on the subject....None of this is necessarily good advice - it's my strategy. I got my 07 for $6K OTD back in early July. Sure - I think I could have done better (especially in a depressed, seasonal state like Michigan), but that was still below my bottom line and I was able to get there. Having cash in hand helped I think. If you need to finance they know you want it bad.
Anyway, here's how I do it....
I always start the deal by being friendly and supportive of them - making it clear that I know what I'm talking about. Firm....yet gentle....This seems to help when it's time to haggle later. Sometimes I'll look over different bikes and get a feel for what the salesperson knows....do the sales thing in reverse on them (ask them about their riding experience, chat about kids, etc.) They like this since they get comfortable and they feel like it's going well. In reality, they also expose how shockingly little they know about what they're selling and I can sometimes get a psychological advantage if they come to think I'm more knowledgable. Telling them I'm a teacher also helps and seems to put me more in a position of being in control (it also tells them that I'm not rich!). Being a 'serious buyer' helps them take you seriously. A good dealer wants you to buy the bike AND buy everything that comes with it (sevice). They also know that the average person keeps a bike for something like 2.5 years! So you'll be back if the sale goes well. Fight off the urge to stare at the bike, sit on it too long, or drool. If they offer to start it up say "naw - that's ok. I've heard them below". Skip a test ride (unless you've never ridden that bike before). They'll be plenty of time for drooling when it's in your garage.
Now to deal. In my experience, the person with the most extreme (yet rational) starting point usually ends up with the better end of the deal. Starting off with a calculation showing that you understand depreciation and the correct MSRP for the bike when it was new is helpful (use the 2007 MSRP - don't let them use the MSRP for a 2009 model!). Then open with a price that is WELL below your actual 'happy price', but not insane. I actually like to propose a price first, so that it reinforces the point that I know what I'm doing and it forces them to negotiate UP from MY price (as opposed to trying to get them to lower theirs). You're in control.
Soon I will reach a dead-end with the salesperson (who has little control over prices that are actually within a reasonable range). He/she will go away a few times to consult with the manager, during which time I will sit calmly and close my eyes. They are watching you - do NOT run over and sit back on the bike when you're unattended. Don't let them know how badly you want to leap on the bike. Do not be emotional (even though you are of course!) Take a nap. Pretend you're buying a TOASTER.
Eventually, the salesperson will stop negotiating. He's in over his head now. At that point the manager will come out. If he doesn't - ask for him. Start all over again at this point. I try to be reasonable, but make it clear I'm willing to walk away. I'm usually getting tired at this point and just want to get the hell out of there. FIGHT THE URGE TO GIVE IN. They are professional sellers, so be a professional buyer. Do let them think that you'll walk away out of boredom though. I've actually gotten up and walked away twice before (as we were close to a deal both times, but they were stubborn and wouldn't go down on their offer). In the end, the manager has stopped me BOTH TIMES before I hit the door and then I KNEW I had him. Be sure they understand that you're interested in making a deal 'now' and that you understand that they're not going to make much on it. In this economy, I'd think they'd be looking to move anything they have. They'll always tell you that business is great, but they're lying (after all, they've had this bike since late 2006 and it's still there - if they knew the market or were fair to most customers it would have been sold by now). Regardless of how they act, they are at least as hungry to make the deal as you are. Never, ever forget that.
Those set-up fees are BS. They need to know that you know that, but don't accuse them of trying to con you (no one likes to think they're doing that - you want to be in control, but you don't want them on the defensive). They're entitled to something I suppose, but you're there to negotiate OTD - who cares where the money goes from your perspective - it's only what comes out of your pocket that matters! Make it clear that this is simply a business transaction for you. I always get cooler and cooler as the deal goes on. Never angry, never frustrated, just calm.......I'm buying a toaster....I'm buying a toaster....
They ALWAYS try to sell you on the fact that they have great service too.....my dealer decided that 'great service prep' somehow included a bike with almost no coolant, a loose brake caliper, and newly-scratched windshield. It's meaningless anyway. You can always go there for service whether you buy it from them or not.
All that said......you are buying a 'luxury item'. There's not that much that's terribly practical/logical about buying a motorcycle (no matter how we justify it to our wives!) When I twist the throttle and roll down the road, I've never thought "damn. I paid too much for that bike." Sometimes I've let myself get taken a bit, but for an FZ6 it should be a buyers' market right now.
If all that fails, I bring my wife. She's a MUCH better negotiator than I am. She negotiates on EVERYTHING - even at Walmart! And it WORKS! She grew up in countries where people haggle for everything like it's a yard sale. Her approach? Be insane and laugh off any suggestion that your price isn't totally reasonable. She also makes every salesperson counter-offer at least THREE TIMES before she's done (when I'm getting uncomfortable she's just getting started).
Best of luck! The FZ6 is an amazing machine.
