You missed my point Phil, if they dont know the normal price dont tell them, expound the benefits of the highly crafted item and this is the price. Are they driven by price or by quality? To talk discount is to be driven by price, which unless you have to, dont! If you have to reveal the norm then a reduction is appropriate be it quantified in pounds and pence or by percentage although I prefer the first, discount levels are negotiated in lumps such as your post indicates, 15% or 17.5%, and give the impression of being totally arbitrary. Scribble a few figures and announce that you can give them another 13p off if they have all the same wood puts the seller in a position of authority rather than just upping the percentage.
