It is not all about the price:

Contrary to popular belief, the process of finding a good practice for yourself should not be dominated by a specific price you have in mind. The old saying, “time is money” is relevant here. For every week, month, year it takes you to find a practice at the price you wanted, there is the cost of foregone opportunities. Consider what you could have earned during a prolonged search if you had had the office all along. Most good practices are in high demand with many competitors. So if you find the right office, we suggest that you offer a fair or competitive price to maintain the seller’s goodwill, referrals etc… Most of what you are paying for in a dental practice is goodwill which translates into referrals, staff transferals and marketing techniques and other aspects of the transaction that you will benefit from. So if you are not buying a shell, stay on the seller’s good side. It may benefit you more than you think. Look at the whole picture and don’t let minor details ruin a deal that is mutually beneficial for you and the seller.