hmmm.. all I can say is what I did.
I drove up to my local Kawi dealer, after 15 minutes of walking around with no one approaching me, I went up to the desk and asked who I had to talk to about buying a bike. A saleman was paged for me, and I told him I wanted to buy an '06 500R. He quoted a price and I told him I wanted to buy a bike, but I wasn't going to pay that. After some talk we ended up going our seperate ways. Two days later I went back in, and gave the same speech to a different saleman. Started with the same quote, but this time I got some quick haggling in. He then mentioned some Kawi payment plan, so we went to his office to look at some numbers. While I was in his office I saw the magic number on the dry-erase board. He needed to sell 6 more bikes (it was the last Saturday of the month). Then I went with my own financing, as I didn't like his interest rate.
As we came in close on a target price I asked about a helmet (since I didn't have one), and he eventually offered to throw in $200 for a helmet (I think I nearly broke his arm for that concession).
The main thing to know is who is more anxious to buy. Make sure it's him, not you. If you aren't ecstatic about the buy, don't do it.
My initial quote was $5300+ fees . I ended up at $4800 OTD.