[matwood]

Yup. In B2B in particular, everything is negotiable. The sums of money are large so there's a lot of wiggle room. There's also a lot more strategy involved. It could be the end of the quarter and the someone needs sale or they just want to improve the relationship for the next deal. It can also be as simple as the competition is against companies that hate each other and they'll happily eat a worse deal to get it done to spite the other. One of the fun parts of the business side is coming up with creative ways to get a deal done. Not dissimilar from coming up with creative ways to solve engineering problems.