How about all the extra fees that the dealer will add? ("Destination charge", "Doc fee", "Total fees", etc, etc, I can't remember.) Is that included in the price that we are haggling with the dealer?
Try to look up online what amount these fees should be for your particular state. Some dealers will just inflate one of these fees arbitrarily by $500 if they feel that you aren't paying them enough, and try to get away with it.