Thoughts?

Spoiler

Why don't you make them an offer for $36k and then when they say no, tell them it isnt a problem as you know where there are other Zs just about like that one. Tell them thanks for their time and that you wish it would have worked out. As you get up and start walking, they will realize they are losing you. They will start to backpedal. They will ask you to hang on while they see what they can do. Tell them you only have about 20 minutes and you have to be somewhere as you look at your watch. They will see their opportunity slipping away. Let them come back with a lower price and after looking at it for a moment, tell them no. Tell them you could meet them half way, but thats all you can do. Tell them you dont have much time, but you are buying a Z from them or from someone else. If they waste much time running back and forth to the manager, stand up and tell them you really have to go and that its too bad they dont want to sell a car.

That may get you to the $38k OTD goal

Getting a good deal is alot about perceptions... they will perceive you as a serious buyer that cannot be taken advantage of and they will perceive their opportunity walking out the door never to return...

If you can wait until late in the day on June 30th it will work even better because they will be in a pinch to make their sales quota for the month and also for the end of the 2 quarter

If you do not appear to excited about the car, I can almost guarantee you this above little game will work...