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I agree with both posts above me. Come in reasonable, but firm. If they can't get to the numbers you want, be polite and move on. Sometimes they will come back to you, even if you get turned down initially.
But if they think you are going to be a troublesome customer or give a poor post-sale rating (which affects their performance reviews both internal and from corporate), they will just throw out a crazy number to get rid of you.
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