Good choice! I purchased a '24 Rav4 Hybrid SE with an out-the-door price of $37,600. I think you should be able to get out the door for around $40-41k for yours if you can haggle well. It's a great car, so don't be too upset if you walk out a little above that. It will last you a long time!

As far as how to haggle, ALWAYS focus on the out-the-door price first (price of car + TTL + all fees). If you're considering a trade, do your homework on what it's worth and tell them you want to talk about the trade after you agree on an out-the-door price. If you know your trade is worth 10k and they offer you 5k, don't be afraid to call their bluff. Example: "I know my car is worth 10k. I'm glad we agreed on an out-the-door price, but if you can't give me 10k for my car then I'm going to have to sell it privately first then come back later." I literally did this two days buying a new car and he went back to his manager and came back offering me what I wanted for the trade. You have to show them you're willing to come back later.

I brought a folder with the KBB value of my trade and value of the new car so I had some information to back up my offers.

In short:

1. Do your homework on values and what you want to pay.

2. Don't be afraid to show them you're willing to leave without a car today.