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Second, I needed to be flexible, despite the limit of $160,000. That meant I needed to maintain a margin in the negotiation around the price, and I decided to start with a price of $140,000, saying since I am not usually in charge of buying new restaurants, I am limited in the money I can spend. This way, I could difficultly raise my offer to $150,000 but negotiate other things, notably that the seller would stay for a few months to help train a new staff.
During the negotiation, I do not think any of us really controlled the situation from the beginning. Nevertheless, not wanting the negotiation to stay focused on the price, I kept making new propositions...
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