This is an old school dealership, so you need to know this going in. Prepare yourself by learning about the car you are interested in, what a fair price is and what a great price would be. Prepare to bargain, so unless you are prepared to walk away immediately, don't give your final offer. Then you go through the ritual. You make an offer, they make a counter-offer, then it goes on a back of an envelope and then it goes to the sales manager who makes a counter-offer. This could go on forever and be unpleasant. But it wasn't because Jim Waddington got that we wanted a yes or no. And he says he would try to make it work and that if it didn't we would call it a day. We shake on it - and he comes back and we are good.
Knowing this going in makes it just a ritual - you prepare to take some time, prepare to walk if they aren't fair (bring a book for when they make you wait) and you'll end up with a good price.
Now, specifics - Alex Gharai, the salesman, was a gentleman. Courteous, he searched out the car we wanted (they didn't have it at Honda of Kirkland), discussed a few alternatives, and then worked with us to meet at a fair price. Jim Waddington was straight up and direct.
One part of the ritual could easily be foregone - look up online about extended warranties and all the extra things they try to sell you when you are signing the papers. If you want them, fine. Enjoy. If you don't, tell your sales person up front that when you go in to sign the papers, you don't want to hear the offers, you just want to sign the papers. Get clear before, you'll skip a web of words and a blizzard of sketches.