Mustang GT

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Well, yes. For reference my 02Gt with 31000 retails for under 14K. 19 grand is way too much. goto www.kbb.com and see what a dealer price should be. Tell the meatheads what the price is, then offer then 2 grand less.
 
That is way too much. Offer them 12k. When they laugh at you walk. When they call you back in a few days you will be in a much better negotiating position. Do not go higher than 13k.