When negotiating large-quantity sales, discuss all the disputed options simultaneously, not serially. If your prospect says your price is too high, you may negotiate an equitable price. Your prospect feels the deal is done. But then you say that customization will cost more and the delivery date must be extended to accommodate the lower price. Now your prospect may become suspicious, wondering what else you neglected to include in the price. That thought process does not generate a trusting relationship. Uncover all your prospect’s questions and deal with them as equal parts of the whole so that when you come to an agreement it is final and equitable.