I'm looking to buy a Mazda3 GT in about a month, and I want to know how can I can best work the salesman on price.
The car stickers for $23,500 (canadian, before tax), so should I:

-say "what kinda deal can we make?" and leave it up to him?
-lay down a non-low-ball number and see what he says?
-other option?

I plan on dropping $12.5 cash, so I'll finance the rest...any help?