Negation is often on the mind of every bride who looks into your business. Your first question to yourself needs to be “how valuable is my business or product?” If you are already pricing the lowest you can afford to you need to re-think your strategy.
Your pricing needs to be set for you to get a good profit on your product. Then, when brides want to negotiate you have some room to maneuver. Often a bride would rather get a lower price than the original, rather than just buy at your low price.
Work on building a relationship with the bride before you go for the sale. This will help negotiations go better. From there you want to have a conversation about the price, not an argument. When you go to close the sale make sure everything is put down in writing and that the bride gets a copy to avoid conflict later. For more tips on how to negotiate check out the article by Passive Panda.