Kept my game face on

Short version:

Awesome dealer! She has the heart of a teacher, and gave me my price with extras.
First, she went below internet price, even including training. Then Dear Hubby exercised his negotiating skills so I got the humongous Jumbo hoop at a heavy discount.
I kept my game face on, and left my purse in the car, and got everything I could reasonably hope for. Happy happy day.

The long version:

She was indeed ready to receive me and show me the machine. She recognized me from 5 months ago and still had my phone number. She let my inquiries drive the discussion, acknowledging that I had done my homework. Her passion is around satisfied customers.
She does not teach an introductory class, but rather does 2 sessions with each purchaser, one for basics and one for embroidery. She was straightforward about this instruction having a value, and that it is focused on the customer's wishes, not a training "package."
She is not very software competent in generic terms, but can digitize and manage her designs effectively. I figure I can handle the software myself.
She knew the internet prices and talked about the value of a good dealer. Her reputation is so good that the new European Bernina manager is coming to visit her this week, one of just a few stores in Germany he will visit.
I found that she has the heart of a teacher, calm confidence in her knowledge, and practical solutions to problems. She could talk intelligently about the most common user problems (threading and being in too much of a hurry).
When it came to price, she talked about the value of the training, the willingness to do the right thing, then brought her husband over to do the actual price calculation. I requested that the price include the training.
He hemmed and hawed (it was like a little play, our negotiation), brought up a price, she corrected him. In the meantime, my husband started asking about the Jumbo hoop and if it were useful. She mentioned it's invaluable.

Then they offered a price for the 830 with training that was 99 Euro less than the internet price. That knocked my socks off, but I kept my mouth shut. Then DH inquired if something could be done about Jumbo hoop price (300 Euro), and they took 100 off that.
After that, we did the small-talk dance that is part of the negotiation, talking about world economics. I suddenly recognized that I was being offered the machine I wanted from the dealer I want for the price I wanted, with training for free, AND with a Jumbo hoop for a 100 extra.

I took it. The machine will be ordered from Switzerland tomorrow and could arrive as soon as Friday. I am very, very happy.