This term is really mainly applicable to first time buyers, because those who must sell something in order to buy usually find themselves with the same "spread" no matter whose market the media is saying it it...unless you are working with agents who have the skills to negotiate well. Agents who have had formal training as certified negotiations specialists have a repertoire of approaches that can be tailored to counter a variety of angles. Smart agents leave personalities out of the picture and avoid leaving any money on the table.