Knowing how to do it right could save you big on your next garage-sale or flea-market shopping spree! Antique Appraiser Gary Germer joined us to share tips on how to barter like a pro — for garage and estate sales, flea markets, and second-hand/antique shops.
Rule #1 — Golden Rule. Always be polite, respectful, and reasonable. You will get a lot farther getting the person to like you than if they fear you. Never be insulting to the person or about the item you want to buy. (Modern TV shows, like Storage Wars and Pawn Stars, indicate being abrupt and rude is the norm — it isn't.)
Rule #2 — Ask for a discount. Don't be shy. It doesn't hurt to ask, but don't offer too little — less than half of the asking price is considered insulting. Offer less than you are willing to pay to leave room for negotiation. Ask politely, "What is your best price on this?" or "Can you give me a better price?" — then you can counter with a lower offer and negotiate from there. Be prepared that they'll believe your question and give you their best price and won't take less than that. Conversely, you can say "Would you take X for this?" though most hardcore barterers hate this move because they think the seller will give a lower price and then negotiation starts from there.
Stupid things people say that make no sense: "I'm not sure it will fit in my room, will you take less?" (a smaller price doesn't make for a smaller item); "My husband will kill me if I buy this, will you take less?" (no, I don't want to be an accomplice to murder); "I can't come back tomorrow, will you take half now?" (no, I have others coming back tomorrow for it).
Note to sellers: if someone asks "What is your best price?" the correct answer is "What are you willing to pay?" If someone says incredulously, "You want $25 for this piece of furniture?" you say, "Yes, $25, or the price of a large pizza." Also — different cultures behave in ways that can appear rude in bartering; first-generation Chinese shoppers, for instance, are often ruthless negotiators. Don't take it personally — it's business, and they usually expect you to be just as direct back.
Rule #3 — The power of silence. Once you make an offer, then shut up. The next person to talk loses. You can make cow noises, but wait for the other person to speak.
Rule #4 — Don't hold onto the item. Never hold onto the item you're bartering for (unless you're in danger of someone else grabbing it) — it shows you're too eager. Don't be desperate; be prepared to hear no, and be willing to walk away if it's not a good deal. (Note to sellers: try to get the person to hold the item while negotiating — it makes them feel like they own it, and they're less likely not to make a deal.)
Rule #5 — Cash is king. Make things easy for the seller to sell to you. Cash deals are most welcome; PayPal takes a discount; checks make everyone nervous. Also, make things easier by taking the items right then — don't expect layaway or delivery. Making the sale easy for the seller will get you a better price. (Note to sellers: never hold anything for a person without a non-refundable deposit. Make it easy for the buyer to buy — offer help loading if need be, and boxes, bags, and wrapping paper for them to take their things. Never wrap it for them — make them do it.)
Rule #6 — Be prepared, be educated. Know what you're looking at, what you're looking for, and what you're willing to pay (a very quick search on eBay can be helpful). Have a target price you're willing to pay and stick to it. It's better to miss out on a good deal than to buy a bad one — there are always good deals to be found, but you need to recognize one when it's sitting in front of you.
Rule #7 — Timing. People are more motivated to discount on the last day than when they open on the first — usually they just want to get rid of it by the last day, especially if it's big, heavy, or greasy. (Note to sellers: never discount on the first day. On the last day, you're Monty Hall.)
Originally aired on AM Northwest, KATU.
