Negotiate to below appraised value

[Jason Zhang]

I'm preparing myself to negotiate with a landowner. He has paid to do an appraisal. However, it's vacant land, which is very subjective. I know what I'm going to get selling the finished pad, and how much to develop. The land price I can afford is about 1 million below the appraisal. I'm wondering if anyone has encountered that before, and any tips and thoughts on negotiating are welcomed! Thank you!!