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Think about it. Someone traded in this car to the dealer most likely for $16-18K, and KBB, while a guide, is not foolproof because price can vary by region and supply and demand. Most dealers usually target about $4K profit on their used cars.
I would bet that you still have at least $1K in play with that number. It just comes down to whether or not you want to negotiate and play the game or not. You don't have to be a ****, you can be very professional and perhaps you can simply negotiate in other things like accessories and/or maintenance in with the deal. I typically would never take the dealers first offer just as I would expect they may not want my lowest offer. It's called negotiation and, if done professionally, nobody should have hurt feelings. Car salesman and dealers are trained to do this (negotiate) and they do it every single day.
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