Negotiating with a sales person does not have to be an unpleasant experience for the buyer or the seller. Most sales people expect they will be asked if they can get a better price, and have been trained, some in negotiation seminars, to handle that request. Since they're expecting it, don't be intimidated - it's your money, you shouldn't have to pay too much.
There are certain industries that have a history of setting their prices knowing they're more than likely going to accept less. Automobile dealerships and retail furniture outlets are just two. Their experienced salespeople could probably teach negotiation seminars.
Automobile manufacturers deliver the vehicle to the dealership with a MSRP (manufacturer's suggested retail price) as a starting point. The dealership will ask for that amount first and will negotiate down from there. The majority of furniture stores will, too, and from there on its the equivalent of negotiation seminars.
After you've picked out the item(s) you intend to purchase let the salesperson know the price is higher than you expected to pay. If the salesperson is trained, experienced, and is good at what they get paid for, it won't be as easy as them saying, "OK, how much will you pay?" It will probably be more along the lines of building value in the product, as instructed in negotiation seminars.
They may tell you it's a good price and worth more than what they're asking - selling the features and benefits in more depth than when you were just looking. Explain you understand, in fact those are the reasons you've chosen this particular item, but tell them it's a budgetary concern, which is also an element of negotiation seminars.
At that point, they will excuse themselves to go talk to their manager, something commonly heard at car dealerships and furniture stores and thought of as a pressure tactic. It's not a tactic - salespeople usually don't have the authority to lower the price on their own. They would have asked for an offer or perhaps mentioned they'll see what they can do before heading to see the manager. If they ask for an offer, have a figure ready for them. It should be a number below what you're really willing to pay - that's the nature of negotiations and negotiation seminars - they start high, you start low.
If you've given them a figure, when they come back it will surely be lower than the original price but higher than what you offered. That's OK, now you know they are flexible and willing to haggle. For now, stick with your original offer; don't come up at all. This is a step to be expected even in negotiation seminars.
Do it politely, don't argue. Believe that they want your business as much or more as you want what they're selling. Should you get a strong rebuttal now, as in a definite "no", or "this is the best we can do", be prepared to say that you will think about it and get back to them in a few days. By being prepared from the tips from negotiation seminars, you're really going to leave if they don't meet your price or continue to negotiate. This is the only way you're going to know if it's truly a firm price.
The next step is taken right out of the negotiation seminars play-book. In a few days, you'll call the salesperson directly and inquire if they've considered your offer. If you hold firm (for now) on your offer and the salesperson does their best to get you to raise it and remains clearly open to continuing the process, you can at this point increase your offer.
Increase halfway to what you are willing to pay. For example: if the asking price was $2499 for a sofa and you're willing to pay $2100, your first offer may have been $1800. They came back at $2300, so now you bump your offer to $2000. This process is typical and is negotiation seminars strategy.
Eventually, if you are willing to pay a fair price, you will get a good deal. Just be patient, polite, and persistent.