SauteePan-You know I did something similar when I went shopping for a mattress. After the salesman finished his sales presentation, I told him that the mattress was too much and then I thanked him and walked away.
As I was walking away to show that I could not pay the price, the salesman not only lowered the price significantly, but he offered free delivery too.
You do have to be reasonable though. Some vendors do not allow salespeople to discount their products but the sales person could still negotiate in other ways.
For example, if you are buying a Tempur-Pedic mattress for $4,000, the salespeople are instructed to say that they can not discount the price per Tempur-Pedic.
However, they can offer free delivery, possibly throw in a few Tempur-Pedic pillows anything to provide an additional value than what you already have.