This scenario reminds me exactly how I was this sort of time last year , trying to get a good trade in on a 3 yr old speed triple against an explorer...I had absolutely crap offers for the trade in, and a real " take it or leave it " reaction from two seperate triumph dealers. They were smug , satisfied the sales would come whatever , so would not offer much at all. Contrast to my bmw dealer, falling all over me to offer a superb deal on a 12 plate new GS, big trade in, £1700 of free goodies.....the worm doth turn.
I also remember a similar situation in 2005 when same bm dealer salesman nearly fell off his chair when I said I didnt like/ want a GS after my 3 hr test ride.." are you mad" the fellow implied. This was at the height of ewan and charlie time, when dealers liked to dress like hip young guys ! LOL..
Negotiations always depend on timing and demand. I do fancy a LC for sure, but I know to get a similar package to my fully loaded and kitted out bike will be silly money , so will wait a while ! I worked out my GS new last year actually worked out £2200 cheaper than a similar specced explorer cos of the deal.I reckon a LC to same spec with luggage etc will be nearer £15k.I might feel different after a test ride, but its got to be a whole lot better to make me part with my cash this year.