Making money for a dealer is fine, it’s the reason they’re in business.
However burying someone in a piece isn’t cool in my opinion. While I understand that no one wants to leave a cent on the table, some prices really make you shake your head. Unless you’re super wealthy, you often times can’t buy a piece you would love to own. Most collectors have limited means and often stretch themselves thin, it’s the addiction of collecting. I think many dealers know this and play with the emotions of collectors when it comes to pricing.