In my experience most buyers were guided by what agents had told them (ie if you place an offer then within 5% of the asking price or they will be insulted). Therefore they were nervous about making offers. However I have no shame (well in some things yes but generally when it comes to money anything left on the table is a gift and I dont like giving even to charity unless its a worthy cause).
So I was happy te bargain hard. But I also used to make sure there were at least two or three possibilities so the potential buyers could walk away if need be. Unfortunately though sentiment plays its part (and is probably the biggest cause of lost money in a purchase of property)
Some buyers were aggressive but were the exception rather than the rule