When getting a major $$ deal on a car

Negotiations:

You and the seller come to a price and conditions of the sale that both are happy with. Then do the deal, just between the two of you.

Each person puts their own value on the situation. You want a nice classic car, they want it gone. You don't know their financial situation, maybe they just want enough to pay off their grandson's student loan as they have the rest of their life situated.

It's all where people put the value of the transaction.