Whether I'm working with an integrator or a manufacturer, I always recommend to ask for something in return if you have to give a discount. If you're asking for $5 and then tell them you'll take $4 for the same thing, some clients might feel like you were trying to rip them off. If you offer the discount but in return they have to give up some features or be available to give a testimonial for your company, then it's a real partnership. If you just fold and give the discount, you might hurt your long term relationship.
However, I also accept that negotiation is part of the game and the client might not care - as long as they're getting a discount. Do you think I'm over analyzing this situation and maybe paying too much attention to the long term relationship? Sometimes customers just want a better price / service and don't value the relationship.
What do you think?