blacura,
The finance officer is not the one to ask. Everything in this business is negotiated. Honda gives the dealers a buy rate as do the Banks. The finance manager 99% of the time works on a percentage of what he sells. If the buy rate is 4.9% on $40,000 the interest is $6,248.73 on 6 years, if he sells it at 6.9% he picks up an extra $2,714.23 on the back end, he gets a percentage, maybe 20% he made $400.00 plus. If the buy rate on a warranty is $1400 and he sells it for $2100 he made another $150.00, Plus, the same with protection packages, alarms, life insurance, gap etc.
Ever notice why your first pencil from the desk is usually high, it's a loaded payment, rate, warranties etc. You say yes, they may have 5k on the backend. When you get back to finance they try to sell the extras, if you don't go for them they adjust the rate higher so your paper work reflects the payment you agreed to, if you say yes they bump the extras cause they sure can't tell you the payment is the same with them, making more gross.
Know what rates are out there before you go in and have a back up plan. Don't worry, they are not going to let you leave unless you have something they can't get. DON"T give false info on your rate though, they all have a copy of the Roberts report that gives everyones rates so they will know if it's a bluff and they will win.
Be a smart shopper!! "Good Luck"