Focus on Total Cost of Ownership (TCO) rather than just the unit price. Negotiate for spare parts inclusion, such as extra porcelain plates or replacement stopcocks, which are often high-wear items. For large-scale procurement, ask for a tiered pricing structure; typically, a volume increase from 50 to 200 units can yield a 15-20% discount. Always clarify the Incoterms; for laboratory equipment, CIF (Cost, Insurance, and Freight) is often safer for the buyer as it places the insurance burden on the seller until the goods reach your port.