JF,
You must be ready to walk away from the deal if they won't give you what you want. Any sales person can sense your "NEED" for the bike unless you are willing to walk away. Don't spend more than what you want to spend. Tell 'em You have a budget and NO more.
Well folks, I finally got to the dealer on Friday, but the bike was sold Wed. night and picked upon Thursday. Oh well, I will keep looking. Thanks for the advice and all of the responses.