My former boss was really good at negotiating deals for anything and everything, and he told me something that changed how I look at situations like this (I'm not gonna put it in quotes because I don't remember the exact phrasing):

Once they've made the software, there's very little overhead on upkeep. It costs them nothing. So when they're selling it to you, they aren't trying to above their cost, because there is no cost. They're trying to determine how much they can get you to pay. A software sales person would rather sell you their product for $1 than not sell it to you.

Now obviously, there is upkeep with updates, but I think that he makes a good point. If you're buying a car, they will never go below the price it costs to make that car. But software is scalable in a way that cars are not, they don't make each individual copy of the software.

Similarly to how a company might ask for your salary history when hiring you to make sure they aren't overpaying you, software sales are trying to determine the maximum they can charge your for it, and they do that while demoing for you and having meetings. They really don't want to give you a price upfront. Too low and they can't get more out of you. Too high and you immediately look for other options.