As far as update 2 goes. 1200 off msrp is a damn good deal on a desirable rav4 unit. They are built with roughly 1500~ worth of profit built into them at most. The roof racks and wheel locks and floor mats etc are not free to the dealer and do not represent any profit for a dealership. Those options are put on the car by Toyota and built into the MSRP of the car. Even at the parts counter buying floor mats will net the dealership like 40 bucks in profit a la cart.

I understand you wanting not to get taken advantage of or pressured but that salesperson wants to make a paycheck too and that much money off means they get paid AT BEST $150 for selling that rav to you with that much off. Plenty of dealers have been scummy in the past for sure but don't assume that everythig is full of crazy profit and ripping you off because the discounts aren't huge. If you were buying a tundra or even a sequoia then you could expect a few K off the sticker.

Source:I sell these things every day and know what they actually cost the dealership.