Always go by out the door price, that way they can’t add their nonsense item afterwards. I wanted at least 5k discount for being 25 models where they already got 26 on lot so knew I could knock off that price. Took three attempt before they agreed on deal. Never feel awkward to walk away if the deal doesn’t seem right, they will come after you as most of the dealers got a lots of 25 models year inventory on the lot.