[listenallyall]

Pretty sure the guy knew exactly what he was doing. First, the fact you were negotiating means he already got over the first step, which is simply to engage in a negotiation at all. Then he set himself up so that your team felt you could push extra-hard, resulting in a discount you all probably high-fived about. So he sets his initial price above his peers and even with your super discount you ended up at the same price as everybody else. Or maybe you did pay less... it's software! Marginal cost = pennies. Cheesy sales guy still made a fat commission.