Tom, I think you have to be polite and at the same time insist on a discount of at least 15%. To pay list price means you are loosing money when you buy, if you were to need to sell or upgrade for whatever reason you would loose thousands of dollars unnecessasarily.
In today's economy and for alot of people on the eastern seaboard the selling prices for discretionary items boats, suv's, rv's and small tractors are falling. To each his own but right now I am considering the purchase of a new tractor but only if the price is right, I expect to get 20% off if not I will wait and see what happens. I might add that another poster here has gotten 20% recently much closer to where you are located on a new unit.
Agriculture successes and woes determine the market for the larger tractors and equipment whereas the national economy has more to do with the sales of the residential sized tractors and equipment. Right now people are reluctant to spend money on expensive lawnmowers and estate tractors. If they do make a purchase it is a buyers market and expect the prices to come down from last years prices.
Steve