Happy New Year Karen.
I don't think a blanket answer can be made, as each negotiation has its own intricacies. A buyers agent can advise you with regard to negotiation strategy and establishing an appropriate value for the home you are considering.
I pulled up MLS statistics for this market (I'm part of the Traverse Area Association of Realtors) and the average list price to reported sale price ratio in Grand Traverse County for the past 6 months is 95.3%. There is a lot more to the story than just that figure though.
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