No easy answers, but if it's a big enough deal ($100k US or higher...) it may be worth finding someone who can negotiate for you. Or sell for you.
If you focus on the value delivered, know your market (what people are paying your competition), and you can justify your higher-than-competition cost, you should be OK. Then double that, in your mind, because you're probably underselling yourself, and underestimating the cost of an employees time to even research these options [ie even the worst product delivers more value to the corp. than a continued search for a product.]
If you focus on the value delivered, know your market (what people are paying your competition), and you can justify your higher-than-competition cost, you should be OK. Then double that, in your mind, because you're probably underselling yourself, and underestimating the cost of an employees time to even research these options [ie even the worst product delivers more value to the corp. than a continued search for a product.]