Negotiate based on Total Cost of Ownership (TCO) rather than just the sticker price. Ask for a package deal including essential wear parts (filters, teeth, seals) for the first 2,000 hours of operation. For bulk orders (3+ units), aim for a 5-10% discount or an upgrade to heavy-duty rock buckets. Clarify the Incoterms clearly; for excavators, FOB (Free On Board) or CIF (Cost, Insurance, and Freight) are standard, but ensure the supplier uses Ro-Ro (Roll-on/Roll-off) or Flat Rack containers to prevent damage during transit.