Negotiating with Florist--HELP!

I'm going tonight to book my florist. My mother says I should try to talk him down before I give him the deposit. His price started higher than all the others, then he gave me the LIW discount and he came out lower than all the others (besides Burtons). How should I go about asking him to go even lower? Should I ask him to match the price Burton's gave me? Start lower than that?

I also want different stands than we originally talked about, I think they are more expensive b/c they require larger arrangements..should I ask him to give me them at the price he is giving me now?

I'm bringing FH with me to do the talking cause I get all nervous and I'm a big baby when it comes to negotiating...if he said no I might cry..lol.

Any advice ladies???