If 18.5k is the suggested price, give them a bottom line price of 20.5 k out the door with all of the existing offers, then don't visit them, tell them to call you when they can meet that offer, otherwise sit tight. Believe me they are making too much, I have been burned many times by my own anxiety. I have used this method the last four vehicles, and succeeded everytime. I just wish I had learned these lessons years ago. They probably got the car for 16 or 17k. Good luck