I have purchase a 2008 with 91,000 on it for $8000. When looking we noticed that similar CR-V's went for more money and with a lot more miles. no matter how you slice it, 195K is just that. I would try to get them as low as possible, and do not be afraid of low balling them. IF they want to sell they will call you back, if it goes, move on, there are a lot out there and everyone thinks they have gold mine, be patient...