In a lot of cases clients think a vendor price is way too high.  But is it really?  Or is a reflection of what is being asked for?  Quite often deals that really could have helped both client and vendor die early on the vine because 'there is not enough budget' or 'this is too big a project'.  Perhaps thinking about framing our discussions in light of 'musts' and 'wants' would be beneficial.  It would certainly be refreshing.