If sticker is, say $7999, you tell them right off the bat that you will not pay any of those bogus Freight and set up charges. It's horse sh!t and they know it. Pure dealer profit. The factory alots them XXX dollars for the freight and a nominal "set up" fee which is deposited into their credit balance upon sale of the new bike.
Next, low ball them! Say, I'll give you $6799 plus tax and doc fee(ussually $45. Still a B.S. fee but it will make them think they are getting over on you) Of course they will rant and rave that they are loosing money but guess who is really loosing money? You, if you pay too much for the bike!!! They will come back with, say, $7850 and with that you reitterate your price firmly. Let them know that you are here to buy and not to Bull "sheeeite muslum, boy do I like sheep" all day. Here comes the "loosing money story" again........ They will come back with another price, ussually lower than the first and at this point you say thanks, but I'm going to go down to YYYYXXXX Cycles in Wherevertown, USA to buy. I have had about enough of your games. And with that start to get up and walk out. I almost guarentee they will either come very close to your deal imediatly or chase you into the parking lot begging for you to return. This is where the ultimatum comes in. You say,"Either you sell me a bike on my terms or were finished here!" Being the middle of winter, street bike sales are S L O W and they should be very willing to sell to you. If they say sorry we just can't go that low, than you reply," What are you willing to sell for then?" If it sounds legit, you have probably worked him down to the lowball price he can go. Just for giggles, offer, say, $50 less and see what he does.
Now if you end up walking out, go to the next dealer and simply tell them that you just got done with Dealer XXX Motorsports over in Whatever town and you are just about fed up with all the B.S. so give me your rock bottom price. This price will of course be several hundred more than actual but it is a starting point. And then the proccess repeats until you are satisfied with the deal and go for it.
Now if you give that initial low ball price and the first guy jumps on it, you know his actuall selling bottom was lower so make a new offer. Also, at least a 25% discount should come standard and if the accessories are inportant to you make it so. If they sell you an Arai Quantum F helmet at list - 25%, they will still be making a very healthy profit off you so that can be a great barganing toll as well. The goal of the dealer is to make $$ and what they don't make on the bike, they make up on the accessories so they still are getting the money, it's just coming from different places. Don't be shy about it. If you flinch, they know your gonna break and PLEASE DON'T GET" GOTTA-HAVE-IT-ITICE" It's like thinking with the wrong "head" and will make you do something you regret later, ie. shafted on your bike.
Another thing. DO NOT LET THEM RUN YOUR CREDIT FIRST!!!! I can not stress this enough!! It puts the ball in thier court and they will have you over the bon fire before you know it.