Recent discussion on this trim is that it’s not a worthy lease target due to the programs, and there’s nothing you can do about that.
So that’s part of your problem.
The other part is $3k off including incentives** seems preposterously weak.
** We normally don’t use this combined metric because it’s misleading. Dealer has nothing to do with incentives.
You’re asking about negotiating skills, but if you don’t have a target pre-identified, you really aren’t negotiating. You’re sort of stabbing around. This rarely works.