A lot of times it can be in the approach too. If you just charge in guns blazing being combative throwing around accusations etc (which we all know no collector would ever do ) then yea you're much more likely to get the minimum that they have to do
Then there's wiggle room. They're not tying themselves down to FMV. Not strictly. Were they tying themselves down one should get right around what that price guide memorializes is their assessment of FMV at that moment of the regrade. That price guide would tie them down to it. But they're BS, let's face it. That's how they grade, too. Standardless. Like trying to nail down Jell-O. But it's that market they give us for their slabs we like, and that's why we continue to keep them in business.