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What I've found is if the sale is run by the family, the stuff will be cheap and they'll negotiate because they want/need the stuff cleaned out.
If it's a company running the sale, everything will be jacked up and they usually won't negotiate.
A while back, a friend was at an estate sale in a neighboring small town and he spotted a nice looking Stewart-Warner console radio/record player. It was around 12:15 in the afternoon and it was priced at $100; but, would be half-price after 1 PM. My friend called me and I told him that $100 was too much and to wait until 1 and get it for $50. The problem was that his wife was on his butt and he couldn't wait until 1. I told him to go ahead and het it if he could talk her into selling the radio for $50; but, despite the fact that it was less than an hour until 1 PM, she wouldn't do it. She even told him that traffic had been low and that no one had really paid attention to the radio. IMHO, she was stupid for not taking the $50. Had that been me, I would have taken the $50 and said, "thank you."
Personally, I don't like sales where they tell me to come back later and we'll deal. I'm here NOW, I have cash NOW, and I may not be willing to come back after I leave. When I'm selling something, I'm going to get what I can while I can.
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