Just like cars, they will sell it for what they can get for it. If they are desperate to sell it, they will be more likely to deal, which is why new non-current bikes, like at the end of the year when the new ones are coming out often have really good prices to move them. If they aren't as desperate, and there is enough demand, they will sit on it. I'm not really surpised you were refused in trying to get a lower price. There are enough guys who will walk in and pay what they've got on it and not quibble over trying to get a lower price. They obviously aren't desperate, and are willing to sit on it and wait for someone who isn't trying to get himself a better deal. Even with any incentives from the manufacturer, they stand to make more if they can sell it for more, hence your trying to work yourself a deal, isn't in their best interest, and they aren't desperate enough to move anything to be interested.