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John - it's simply a matter of supply and demand. If the dealer thinks he can get the full price (because there's lots of interest in the car, or in that make generally) then he'll hold out for it.
But if it's a car that is sticking around (yukky colour, no a/c, too high a mileage etc) he'll budge in order to shift it.
An Octavia is a good secondhand buy and unless it has obvious snags such as the above you may not find much movement. If you think it's overpriced, try some other dealers.
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