first i'd ask him how much he want's.
then, i'd be silent for an unusually long time to see if he drops his price without me saying a word.
then, ASK HIM if he'd accept less and POLITELY pressure him to name his price first.
i might offer him $2000 cash on the table. maybe negotiate up from there.
Good grief!!! it's an old truckmount and he ain't gonna give you a 1 year warranty with it. you have no idea what surpises are waiting once you get it home.
Besides, good deals are like women. There will be another along in 15 minutes.
maybe $3500 to 5k
tops.
(Wonder how harper would negotiate it).