I say, tell the guy what you *are* willing to pay. People sometimes will overprice things because they see you want it, and they're actually willing to take something much less. Try something like this: "Wow, I was really not wanting to pay anything like that much. I'm not looking for show quality. Just ordinary pet quality. I would be willing to pay as much as (whatever your mid-level price is--don't actually name your top price)" and see what he says. Worst case, he says no. Best case, he accepts your offer. Acceptable case, he comes back with a counter offer that you can live with.
Can't hurt. Good luck!