Would you expect a car listed at $20,000 to go for $4,000 after negotiation?
Would you expect a $900 TV to go for $25?
Set the price, set the negotiation range. Our brains will always think relative to that reference point. Reasonable people won’t expect a $5,000 discount on a $6,000 purchase.
If your product can be negotiated, predict the range and set your base price accordingly. Salesmen do it to you all the time.