58 Keeping up appearances
The outcome of a negotiation must seem worthwhile to the seller. Therefore, offer a price that appears to be above market value, even if it is perhaps not. Present sales data that allows you to say, “Here’s what some similar properties in your area have sold for, but yours is nicer and that is why I want it from you for XX amount more.” That XX amount more will obviously be under your budget cap. It’s all about the perception of getting a good deal.