It's all relative on how good a haggler you are. I was in a cruddy shady pawnshop that sold guns back in December, I saw a 2" barreled S&W Model 64. The guy wanted $450. I politely told him some line like that was very inappropriate about drugs and his possible use, and how when he was finished we could talk business. Now was that nice, nope, was that respectful, nope. But if you treat some folks at pawnshops like they are respectable people they'll think they can negotiate hard and fast with you. You've got money, they need your money, some more than others, and if you are wise you'll shop when you don't need a gun and can take it or leave it at your want, or for lack there of.
After I called him on the BS a few more times looking into his blood shot eyes, sun burned face, and gagging at the smell of rancid alcohol wafting from his body in sickening degrees, I mentioned gunbroker. Oh the hated gunbroker, where you you can find deals if you are patient and look hard enough, and are willing to accept guns that may be used a tad. On the walkout I had him at $350, if I pulled out cash I could have walked OTD at $325, but he had offended me with his presence. Try to play my sympathy with your FFL fees and what, and you'll get no respect from me.
Also look at the pawnshops clientele. Some are made up of nobody but the lowest income types. One that I like to go sells cars and motorcycles, and they get interesting pistols like Colt Goldcups and Kimber Grand Raptors. They want to sell the guns at prices over gunbroker, at least at used prices, and I've seen those guns sit now for over six months, they don't like it when you mention to them you've seen the guns sit for six months or longer.
The nicer pawnshop won't come down much on pricing, and my best advice is to pick out a few guns you like, and then come back in three to four months and see what they have. Talk some garbage with them, count out your cash on the glass in front of them, and stand where you have to. You'll either get the deal or not.
It all comes down to this. Are you a good haggler. Can you smile with a sneer but come off respectable. Can you walk away and accept not getting the gun, do you have where else to get the gun you want. And above all else, cash is king, leave your checks and credit cards at home. When you pay in cash, some pawnshops like to cook their books, and write up the sale of the gun at not much more than what they paid for it. You help them, they might help you.