I was looking for a BMW 320d estate back in January, had no trade-in.
The first thing I did was search the internet for the same car all over the country, found two cars for around 25-26K (2002 models) some cars mainly dealers where looking for a lot more.
One of those cars I liked and was with a main dealer for 25750 list price.
When I told him "cash" he went to 24750, I pushed him for 24K he said "no way, the lowest price is 24500". I kept on pushing him over the phone for more, he gave me full tank of diesel, and price of transport to his garage (which was 100miles away!) and 12month full BMW warranty, including NCT which was due in a few months, the warranty covered repair in any BMW garage in the country.
So got to the garage and haggled some more when I saw a chip the front windscreen, and a small respray "patch" in the middle of the drivers door.
I haggled hard, he actually told me (to his expense) that the previous owner had traded the car in 6 months earlier. i.e. car sitting in forecourt for 6 months = eager for a sale!
Pushed for 24K and a replacement windscreen, got him down to 24100 +windsceen and did the deal there and then and drove it home.
A total saving of 1650 Euro which I thought was good in Jan 2006