In some cases, you will have to negotiate your price in order to reach an agreement but follow the rule of reciprocal concessions.
Get tough by explaining, “When I cut price, I also have to cut somewhere else.” You can cut price, but you also have to withdraw the warranty. You can cut price, but their order goes to the end of the shipping queue. You can cut price, but you have to charge per call for technical support. You get the idea.
Jay Conrad Levinson