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Dickering Tactics

Above and beyond getting technical knowledge is the hard-to-quantify people skill of dickering. Dickering skills can take years to develop. Part of this is learning how to read the face and body language of the gent on the other side of the table. How anxious is he to unload something that he has, or to acquire something that you have? How quick they are to make or accept an offer is a key indicator. And if there is a savvy trader sizing you up, you have to learn to keep a poker face, not revealing how excited you are to see a particular item being offered.

Take your time in carefully examining any item offered to you. This gives you the opportunity to spot any flaws, defects, or signs of wear on the item being offered, and if you spend more time examining an item, it will lead the seller to doubt the value of what he is offering. If you make an offer for an item and it is rejected, or the counteroffer made is ridiculously high, then the very best thing you can do is put the item back on the table. This psychologically distances you from the item, and, again, makes the seller begin to doubt its value. In the dickering process one of the most valuable phrases that you can use is “Is that the best you can do?” If the seller won’t budge and you are close to an acceptable price, the next-best thing to do is offer to sweeten the deal with additional goods offered on your side of the bargain. If you still can’t reach an agreement, it probably wouldn’t hurt to subtly talk down the value of what’s being offered to you, and talk up the value of what you are offering. “This is a mighty fine widget. It’s too bad about this crack and this wear . . . If it weren’t for that, I think your asking price would be fair.”

The next most valuable thing you can learn is how to say nothing. After making an offer and receiving a counteroffer, silently start counting to twenty. There is something about a long pause that causes all but the most stalwart dickerer to want to fill that silence. And nine times out of ten, he will fill that silence with another offer, usually one that is more agreeable.

As a last resort, thank the seller and start to walk away from the table. This will be your final gauge of just how anxious the seller is to move his merchandise. If you hear “Wait, wait, wait, come back here . . . ,” then you know that the seller still has room to negotiate on price or quantity. Keep in mind, however, that this is a risky tactic. Once you walk away without the seller voicing objection, if you return later, you have boxed yourself into the previously offered price. If you come back later for the same item, the seller will know that you are anxious to purchase it and did not find a better deal for a comparable item elsewhere, so he’ll probably hold to the same price.

When selling, keep in mind that you can negotiate down, but not up. Always make your initial asking price somewhat higher than what you really want for it. Some people will not agree even to a good deal unless they can extract at least one price concession from you. So set a fairly high price, and then negotiate down.

If your counterpart brings an item to offer you, but that item is of no interest to you, always thank him for his time: “Thanks, but I’m not interested in that right now. Do you have any X available?” describing what you are looking for in trade. Remember, a sales venue is an opportunity to gather information about other items a seller may have available but may not have with him. It might not hurt to make arrangements to see him at the next event, reminding him to bring those items so you can make a deal next time.

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When going to attend a flea market, gun show, or horse-trading session, it is important to dress down. If you wear a fancy watch or designer clothes, consciously or unconsciously your counterpart will size you up as being made of money. So dress very casually, including your shoes. Leave your jewelry, pens, and nice watch at home. Wear your cheap plastic