I found the same thing with the guy at Phillip. I found when I put the hard word on the salesman for some extras on a 2 for my old girl, and made it clear I would decide on the spot he sat up, listened and delivered. Of course we still went through the whole, "I'll just check with the boss" routine, but they came good. The other thing I found was while he didn't discount much, he did overstate the value on the trade-in by a few thousand. Swings and roundabouts.