I would keep on looking, even if he comes down off of $12k, especially since it sounds like you are in the early stages of your search. I can't imagine where he is getting his $12 - $16k figures, on a rig in that cosmetic condition and mileage that likely has a good amount of standard deferred maintenance (suspension, knuckles, seals, clutch, etc.).
Here is a good example of a $16k - $18k cruiser
1987 Toyota Land Cruiser FJ60 | eBay
And one that is closer to the $9k - $12k mark.
1986 Toyota Land Cruiser Land Cruiser | eBay