I bought my stock 2011 White in Feb for 17500. Clearly there is room for negotiation. I would shop around for a deal. When the new ones come out as mentioned before the 2011's may drop a bit in price. I found prices all over the board when I was shopping, some stuck on MSRP. Go and make an offer on the one that you are looking at, have your financing in place and see what happens. Like was stated before, check into a credit union. I used Service Credit, aimed at veterans.
Good luck and take your time.
2008 Vision Black gone 2005 TC- Sold
1963 Triumph Bonneville,not sure on color-be awhile
1983 XS 650 Custom Midnight Gold
2007 Ural Patrol Black-Sold
2011 Cross Country White and Silver
2012 Cross Country Red and Silver--Hers
A bunch of other bikes over the years, mostly all good
Life is short, eat dessert first, simple enough.
N/E Georgia and my garage