Have a percent in mind when you come in, but try and make them offer before you say the amount you have in mind. It's good negotiation to get the other guy to

Have a percent in mind when you come in, but try and make them offer before you say the amount you have in mind. It's good negotiation to get the other guy to say the first number. Then, if they come in way below what you want, tell them that this number represents significantly less then you were hoping for. Keep in mind that if they do lowball you, you can always walk and start your own company. You now have the experience building a site from scratch and you can do it again yourself.