Hi, what a beautiful townhouse you have!  
It's super swanky.
It is in a great location and would be perfect for my family.  Due to some unexpected expenses though, the price is quite steep for us.  Are you willing to negotiate on price?
I'm willing to negotiate, but if we can't come to a deal, someone else is going to snap this place up in a heartbeat.
Are the utilities included in the price?
All utilities would be your responsibility. There are included amenities though, like a swimming pool.
Okay. Right now the best I can offer since utilities are my responsibility is $3870. 
$3870 is fair, but a little below market value. If you can do $3950, we can talk about having you move in.