Calligraphy - what are you paying?

We have narrowed things down to a Grand Highlander or a Palisade. My wife went and drove a Calligraphy just to verify yesterday. The sheet they gave her is just raw numbers. Hybrid/AWD. MSRP is $61,645 plus the bullshit "appearance package" that they tack on - so the starting point is for all intents and purposes $63,640. The last new car I bought was a 2019 GTI and before that a 2015 Sienna. I got $5K off MSRP on both of those, but it's a different world so I'm back to square one. Is anyone getting a good chunk off MSR? Or are you having success getting the dealer to eat the cost on the BS "nitrogen in the tires" appearance package?