What Do You Mean When You're Negotiating a Contract?

"We would say, surely to god they could give this up. And then you'd go in and they were like, ah, yes, no, we can't," she says of the night ward's contract with a vendor. "But there was also points too where we thought, well, i think they 're going to probably stand firm on this." She adds: "And they surprised us and said, you know what? I do think we do have some flexibility here".