That's great until the person you're selling to immediately jumps on that. At this point, you are left wondering, "Gee, was my offer that good? Was it too low? I wonder what he was expecting to pay. Damn, I could have made 20% more had he made the first offer." Same goes the other way around. The trick is to have both people negotiating to leave feeling as if they won. In your case, you will leave feeling as if you lost.