I know there are lots of different viewpoints on this topic, but in my very small business, I'll be glad to show anyone exactly what my costs are when I tell them what it'll cost them. And then they can decide for themselves whether they want to do business with me or someone else.
I've played the "horse trading" game many times with both dealers and individuals in years past, but I just don't care to waste my time doing that anymore. I understand about a dealer's overhead, and expect him to make a profit or not sell to me. So, whether it's a car, pickup, or tractor, I simply call or visit 3 or 4 dealers, tell them exactly what I want and ask what's the best deal they can give me, and I don't tell one what the others' prices were (I may, on occasion, tell one that someone else has simply offered a better deal), and I buy from the one that offers the best deal (and in some circumstances, the best "deal" may not be the lowest price).
Bird