Negotiation should focus on Total Cost of Ownership (TCO) rather than just the sticker price. Negotiate for extended warranties, free spare parts packages, or onsite technical training via video link. For bulk orders (e.g., 5+ excavators), aim for a 10-15% discount or an upgrade to high-spec attachments (breakers, augers) at no extra cost. Always clarify the Incoterms; for heavy machinery, CIF (Cost, Insurance, and Freight) or DAP (Delivered at Place) is often preferred to simplify the complex logistics of oversized cargo.