If it helps I'm in a similar boat, only I'm in the middle of no where.
One dealer in town and I have about 3 more options if I am willing to drive for an hour and a half in three different directions.
So I emailed them. I asked honestly and told them what I needed for it to be worth it to me to travel the distance. (It's not really a big deal, but there is the cost of gas, and a second driver and possible wage loss from taking a day off if you need to). Since I had options I basically said I need to be out the door at MSRP for it to be worth it to me. I've been told yes. That's $1000 saved just from asking. If he said no then I have other options.
And it gives me another option yet, I can take that quote to my local dealer and see if I can't have him match it. That will save me about $100 more and several hours on the freeway with nothing to look at, lol.
I don't consider myself a negotiator, but you don't know if you don't ask. The trick is to be able to stand your ground or at least appear like you will. Make an offer, the price is set up to be haggled. It's designed to be haggled. And it's a week or two worth of work you have to do that you didn't before if you don't at least ask and see. They expect you to haggle. Ones that don't budge are haggling, they just think you'll cave.
Yes some things do cost money, but they mention it to get you to give in a little. But it's still negotiable, and it's been designed to be haggled. Cost $400 to ship it there? Does it really? The person who told you this is the person who is trying to get you to pay that much. Sure it cost something, but is it exactly what they say or was it padded to get them more money and make you feel happier about the sale? Never forget where you get your information from especially if they are trying to sell you something. They knock $1000 off last years bikes like it was nothing and there is still room to negotiate, because they are still making good money off of it.
I remember when my brother worked at a furniture store, when things where on their fire sale and everything was half price they still made five times what it cost them. But it's designed to make you feel like you're getting a good deal so you feel happy about the purchase and come back. If you knew what things really cost, we'd all be upset about everything we bought. It's why prices start high and then get marked down but still showing the original price. If they had asked $100 for it originally you would have to really want it, if they asked $200 originally then marked it as $100, why now you're saving 50%! Can't pass that deal up, I mean it's half off... but $100 was what they originally wanted. Now they have what they want, and now you're happy about it.
Look at it differently, like it's a game. It costs nothing to play and if you win you get a $1000 in cash. Worth playing then?
How about if it was known as a "Didn't ask fee" and put $1000 on top of everything like a tax. If it was on the paper listed out with everything, would you ask about it then?
Their job is to sell it, but if you walk away they loose the sale and any money they would have made. Thus they are willing to make $500 over $2000 just to make something. A bird in the hand being worth two in the bush, that sort of thing. If your dealer doesn't care, find one that could use the sale, he'll work with you. If you let them know you're working with other dealers they tend to be willing to flex on some things to make the sale because there is a real threat of loosing business to someone else.
Just remember, MSRP is what the company that made it thought you should be paying when you leave the building after everything is said and done. That's why it's MSRP and not just what it costs. Not haggling is like having a $1000 on the table that says "free" and having the dealer look at you and you just waving him on to take it without even trying for it. Not even a rock-paper-scissors, just a 'oh you have it'.
Again, I don't see myself as a negotiator or a real haggler. It's not rude to negotiate the price, don't forget the dealer is working, he's at his job when you walk in. His job is to get as much money from you as possible, to haggle with you. Everything out of his mouth will be orientated around that. It's why it's laid back when you go in, to make you feel like you're dealing with a friend because you'd be less likely to haggle over money with a friend than a stranger. They want you to see them as your friend, to know about their lives and even feel like you're taking things away from their kids if you haggle, because it's in our nature to let it slide to help out another person. Except they are playing you. Even if you "get every last penny out of them" they still make at least $500 for a couple hours work. That's why they agree to the sale in the end, because they are still making good money, just not hand-over-fist money like they do when you don't haggle. Just imagine being able to sweet talk your boss for two hours every day and make an extra $500.
If nothing else not haggling makes him get a big fat check for nothing more than signing a few papers, he didn't convince you to buy it, or teach you on it, you walked in the door wanting it. Might as well make him work for his money like the rest of us
