When we ask for a discount on products or services, in the eyes of the seller, we are taking advantage whilst they themselves lose and nobody wants to enter into a deal if they feel they will lose. 

Solution is to create an environment whereby we move the seller forward not back. People associate moving forward as a sign of success with the associated emotional feelings and therefore is more inclined to accept a proposal that provides this state.

Example:

ME: The $95.00 chair can I have it for $85?

SELLER: No, its $95.

But presented a different way…

ME: The $95.00 chair does it ever “become” an $85.00 chair?

SELLER: For you it could or today it can be!

Always frame questions in what it could be but not what it was.

People get more excited in reading the right page of a book as it represents 

the future so become a language learner to get better results