Buying a 2006 civic lx coupe

Hey there everyone! Got a silly question, just looked at the new 2006 civic coupe lx and I must say it is a nice ride coming from a dodge dude (wife has a 91 civic si 3dr). I am interested in paying it in full and I am wondering if anyone has had experience in the past with buying a car outright with no financing, I would like to know how much below the asking price were you able to go? The one that I am looking at is 21k and I would be willing to hand over 19500ish, is it possible?

I have never done this before as I assume lots haven't either as financing is the usual route and that is where I think they get you because they know you don't have the money to pay outright.

Any tips and experiences would be greatly appreciated.

Thanks all!
SN