Here’s a typical scenario:
You give the dealer the price you want to pay, he says he thinks it’s too low but will “ask the manager” if he’ll accept it.
He then goes and has a smoke or something, then comes back with a serious face and says no. Then he gives you a price which is in between what they want and what you want. You make a counter-offer and he goes off “to see if the manager will agree” again. Then he goes off for a little while again and then comes back (with that serious face again) and says, well if you take our financing, I can get some commission on that so I can make your price if you do that.
That’s the way it tends to go (and no, the salesman never once in that whole exchange, really spoke to the manager).