I just wanted to say that one of my many negotiation strategies involve remaining stoic and unemotional during the negotiation process. It is sort of my equivalent to having a poker face. I do this when I buy a car. I act like I could care less about the car and usually get a better deal as a result.
This tactic works anywhere. I remember once I went into a mattress store and told the representative that I will just have to keep looking because the price is not right for me. When the representative saw that I was ready to walk out the door he stopped me and said that he would work with me.
I got a Queen and a Twin mattress for my vacation home for only $400 and it included free delivery. I think that sales negotiation like this works best if you are willing to walk away.
Sometimes it works and sometimes it doesn’t, but it doesn’t hurt to try because when dealing with high markup items like mattresses, and jewelry for example, the sales people expect to negotiate with you.