Actually, let me update my response above to add-
Remove yourself from the negotiation and let an appropriate party (attorney, realtor, etc.) do the negotiations for you. It might cost you a few $$$ but it would be well worth it IMO. It's sort of like buying a car, I have negotiated a few deals for the buyers (family) over the years and it took the buyer's emotion out of the equation. I got a few smoking deals in the process.