Basically, your starting price should be what the boat is worth to you. Either they will accept it, counter offer, or laugh at you and tell you to go away.
After the survey, you should come back with a price that is what the boat is worth to you minus the costs of doing any repairs that you found on the survey, minus what it will cost the people if they don't sell the boat—like winter storage fees, haulout costs, etc...
Either one of three things will happen. 1) They laugh at you and tell you to go away. 2) They counter your offer. 3) They accept it.
If they counter it... you can either accept it or counter with a slightly higher offer. And so on until either you laugh and walk away, they laugh and tell you to go away, or you end up owning their boat.
If you're not prepared to walk away... you really should just accept their offer... walking away is the strongest weapon you've got.
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You know what the first rule of sailing is? ...Love. You can learn all the math in the 'verse, but you take
a boat to the sea you don't love, she'll shake you off just as sure as the turning of the worlds. Love keeps
her going when she oughta fall down, tells you she's hurting 'fore she keens. Makes her a home.
—Cpt. Mal Reynolds, Serenity (edited)
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Still—DON'T READ THAT POST AGAIN.