How do you know if the price is right? Is a good deal obvious?
One of the most difficult points to negotiate in a deal is the price. Although price negotiations seem simple, they are actually very complex. We can teach you the intricacies of how leverage, competition, cost accounting, and timing play an important part in getting the best price. But, how do you know when you are at the "best price"? Here are some common ways:

	Have you heard "No" from the vendor at least three times? Many times you can get a better price by just asking --- and don't let the first "No" stop you.
	Check the GSA price. The General Services Administration has a website where you can check most prices with vendors that have federal government prices. These prices are not necessarily the best or worst prices, but they do give you a data point to help determine if your pricing is favorable.
	Check the competition. What are they charging for similar products or services? Make sure their pricing is negotiated somewhat so you have a true comparison. This will give you more data points in order to make your decision.
	How far up the organizational chain have the pricing negotiations been escalated? Typically a salesperson only has a certain level of discount they can give, and they must go to their boss to get a better deal. The President or CEO can override everyone under them.
	In some industries, you can ask for the vendor's cost structure and review it to determine if they are making a fair margin.