I'm 2 months away from finishing my MA in mental health counseling so I know about mood states and the mind all that jazz, anyways I'll share my experiences.
I think I was 23 the first time I bought a car on my own (well it was me and my faince, but my dad is the man at haggling and he wasnt there). They wouldn't come down a cent on her 2000 mustang (she would only buy a mustang), so we left. We actually went back about a month later and got them to take $750 off the $5k they wanted. It was a pretty good deal when all was said and done, but we had to wait that whole month. I'm not surprised nobody else bought it though with their attitude.
When I bought my Mazda 3i 2008 in Tampa it was advertised for $9,871 but after we sat down and did the paperwork it was like 11,7xx!!! I was like wtf thats $2k more. I understand that a lot of it is tax, but there was like a 500 dollar dealer fee and all this other crap. So I told them they would have to come down and this bitch saleswoman tried showing me these dumbshit little cars that were a little cheaper (i wish i remember what they were) which I said I didn't want and then they said they couldn't come down on the price. Also, she said "do you really think you're going to get a better deal anywhere else? the price is already really low" She even looked up the same car on autotrader or something and showed me how it was literally the lowest priced 2008 3 in the area (I verified it too later). I said: "I don't know, there's definitely a chance though, so I'm going to go look elsewhere, give me a call if you want to come down on the price though." THE NEXT DAY, early in the morning, I get a call from a different salesman who was in the room with us when we were talking about the price. He said "man, I'm sorry about how that went yesterday, if you're willing to, come back in and I can lower the price by a good amount. We ended up settling on $10,700 and a full tank of gas in the car.
As it stands today, the KBB private party fair (worst) value for my car is $6,407, good is $7,500. I still owe $6,239 on my loan. So I think I got a good deal. I can probably sell the car right now and not be upside down/owe more than what I got.
You didn't say if you were financing or not. If you are, try to get at least 2 offers from banks and see what the dealership has to offer.
May the force be with you padawan.