First Time Car Buyer

Hi reddit! I’m a 26F and looking to buy my first car (2026 Mazda CX-50 Hybrid Preferred). I am buying in New York, USA and will be financing the vehicle. I would like some help to make sure I’m not getting played and some help with negotiating through email.

This is what the sales person has proposed so far:

Total MSRP: $36,860.00
Discount: $992.00
Rebates: $1,000.00
Total Savings + Rebates: $1.992.00
Selling Price – Rebate: $34,868.00
Gov Fees: $272.50
Doc Fees: $175.00
Total Taxes: $2,914.28
Total Balance Due: $38,229.78

How can I negotiate a lower selling price? I haven’t told the sales person what down payment in cash I would be giving as well. Please send help. Thank youuuu <3