How can I negotiate a 2 year old car model?

I'm in the market to buy a new car but I saw the new 2018 Honda Fit are out. I also saw the dealership had a 2016 Honda Fit LX, it is priced at 16k. If a new 2018 Honda Fit with Honda sensing standard starts at 16k, how much should I even get a 2016 base model with no Honda sensing? I know 16k for a 2 year old
Model is crazy but what's the lowest can I negotiate for? 10k? 12k?

Look up the price in your area on the Kelly Blue Book website.

Sticker prices mean nothing, a fully loaded car can cost $10000 more than the basic price

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