@BrickBack - I have to say that jewelry stores use the same tactic. They have unusually high jewelry prices and then claim that they will discount them by 70%. The same could be said for mattresses. I went to a mattress store the other day and the retail price of the mattress was $2399. I liked the mattress but told the sales person that I was not going to pay that much for the mattress.
He then negotiated the price with me and I got the mattress for $1199 with a free bed frame frame along with free shipping. Mattress stores do negotiate with their customers but not everyone knows that.
However, there are some brands that do not allow them to negotiate. Brands like Tempur-Pedic have a set price, but the store can usually throw in some pillows or offer you free delivery.
You can get a great deal on a mattress if you do your research and be firm on your stance that you are looking for the best deal. Mattresses have a high markup and are among the products with the highest gross margin of any product sold in department stores.