Love it! As always play the long game and treat people like people. I would go so far as to say, in any negotiation the second either party feels that they are being used or taken advantage of, you have lost. You may be able to pull out a quick sale, but you killed the future of that relationship. You sacrificed repeat business for a short term payday. It as always goes back to your business religion though, are you willing to walk away from a check to keep your integrity? I hope so, or you will have to jump from sales job to sales job forever.