Hey there
How are you?
Good and you?
I'm doing well. 
Great. I understand you are interested in the black iron etagere?
yes I am and I can pick it up and myself. I don't need delivery of it or anything like that.
Oh great.  It's a beautiful piece and fits in many rooms.  I'm looking at a price tag of $60.  If you are good you can get it anytime tomorrow. 
That's $20 above list price. I can't make that happen. I was looking to offer $28
Yea. So,Enoch else offered asking price but needed delivery. So let's find a solution for both of us. $35 if you pick it up?
I can definitely work with that. Sounds fair to us both.