Never argue from the asking price. Triangulate value from the comparable evidence into three defensible tiers, then read the offer strategy off them.
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How it triangulates
The midpoint of your adjusted comparable range is fair market value — what the asset is worth on the evidence today. The conservative tier sits below it (where a bank valuation and a cautious read land) and anchors your opening. The strategic ceiling sits above fair value, lifted by scarcity and adjusted for condition — the most you can justify before you're overpaying. Your walk-away never crosses it.
A decision-support estimate from your own comparable evidence — not a formal valuation or financial advice. Confirm value with a licensed valuer and finance with your broker.