A client wants a lower price; a freelancer wants a workable fee. If the scope is fixed, reducing the price transfers money between them. If an optional deliverable can be removed, a different package may meet both sets of needs.
Creating joint value means finding a feasible arrangement the parties prefer to the available comparison. Differences in priorities can make a trade possible: an issue that matters greatly to one side may be less costly for the other to change.
That is something to investigate, not assume. Some resources really are fixed; some minimum requirements cannot be traded. Adding options can reveal a fit, add complexity or confirm that no acceptable agreement is available.