You negotiate to a super market chain and you have an excess 10% !! to offer in order to close the deal. How would you give this excess?

Maybe I would offer4% -6% keeping the future in mind. If I give away the entire10% then I am setting a bar for future below which I may not be able to deal with them. I would also offer maybe2% -3% to my smaller customers thereby bringing down the payout.

I would try and leverage the10% extra keeping in mind the long term business.

Focus first on the Quality of goods we are offering & services , When we come to the last point which us the Price I will till him I will offer5% for you now , If he still insists on giving more I will till him give me a couple of days I will try my best fighting for you with my bosses to give you the best excess I can (10% ) 

No doubt you will have to reduce the price or to give an extra benefit to that super market chain to to give this excess.

Sorry Ted there many points missing , like bonus,10% dont include your commission or not ?

give more info to get more effective answer, anyway good luck

From my point of view,

I will start with2% only, and I will offer12 months ongoing promotion program with2% extra on quarterly basis, to reach at the end with120%-130%  from annual sales, the total is10%.

I have an extra10% to offer in a negotiation of4 phases.Two ways to give it. Way1)4%-3%-2%-1% way2.)1%-2%-3%-4% Which way and why would you choose?

I would give more goods for the value of%. That way I could increase the product circulation. Super market chain also can attract more clients by giving similar benefit to its clients