As a new vendor, what strategy helps you keep your product's worth high and avoid giving big discounts too early in a negotiation?

A new vendor effectively maintains product worth and avoids early deep discounts by first establishing and clearly articulating its Unique Value Proposition (UVP). The UVP defines what makes the product distinctly better or different from alternatives, solving specific customer problems in a superior way. Before any negotiation, the vendor must thoroughly research the market to understand competitor pricing and identify their own product's specific strengths in relation to customer needs. This includes understanding the customer's pain points and how the product offers a superior solution. Simultaneously, the vendor must precisely calculate its own costs to establish a firm reservation price, which is the absolute minimum acceptable price below which a deal would be unprofitable or undervalue the product....