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You also need to learn to be observant about your counterpart. Is he a collector who happens to sell on the side, or is he a journeyman salesman whose livelihood is this business? Is he retiring and selling off inventory? Is he selling merchandise on behalf of a friend or relative? The bottom line is: Just how anxious is your counterpart to make a deal?

Timing and Rapport

When approaching a vendor for the first time it is important to first wait until the vendor has finished dealing with any previous customers. Don’t interrupt a man when he’s making a deal! Smile and make eye contact, and if appropriate for the venue, introduce yourself and shake hands. If you are a fellow vendor, wear your badge or otherwise make it known that you also have a table or booth. This lets the seller know that he is talking to a wholesale rather than retail customer. This can make a tremendous difference when negotiating price. Even if the vendor appears to have a pile of worthless junk on his table (with perhaps a few nice items of interest), make a point of expressing your admiration for his merchandise. Say something like, “You’ve got a real nice inventory here,” or “I can see that you have good taste in widgets.” While it doesn’t hurt to point out a defect on an individual item while negotiating for it, do not “run down” the quality or condition of everything that you see. Doing so could skunk the entire deal-making process. Don’t be shy about pointing out defects in your own merchandise. “Oh, in case you didn’t notice, there is one dent here . . .” In a subtle way, that lets your customer know that you are reputable.

Another key aspect of buying-and-selling psychology is the stage of the game. At the beginning of a show or sale most journeymen sellers arrive inventory rich and cash poor. Near the end of the show, they will likely have more cash (or precious metals) on hand and then will be in a better position to make offers. Although some of the best items may have already been sold, one of the most advantageous times to make a purchase or trade is near the end of a show, when some sellers have had a slow show. At flea markets and gun shows, wait until just before the vendor’s tear-down-and-pack-up time begins. Depending on his situation, he might be desperate to make a good sale or a couple of good swaps so that he can feel he’s made the show worthwhile. So if you saw an item earlier in the show and could not negotiate an agreeable price, wait for the end of the sales event. This is a particularly valuable tactic if the item in question is especially bulky or heavy. It is the unspoken goal of every seller to go home light.

If you encounter a seller who has the sort of merchandise that you think would be of future interest, then get his particulars so that you can contact him later. Take copious notes. The same applies when you encounter a seller who has a particularly valuable area of expertise or a rare stock of items—especially spare parts. These are people well worth networking with.

Never Trade Hard for Soft

When negotiating a trade, keep in mind the absolutely fundamental rule: “Never trade hard for soft.” This means if what you are offering in a trade is a compact, valuable, durable, tangible item that is in short supply or highly valued, don’t make the mistake of trading it away for items that are less durable or desirable. Otherwise, at the end of the day your counterpart will be going home with the better goods. The only exception to this rule is if your counterpart is willing to trade a much greater quantity of his items and you know that you have a ready market for them. It is better to trade your bulky for his compact.

Barter takes time to learn. Invest that time. Also invest in the proper references. Lastly, invest in a stock of top-quality barter goods that you predict will be sought after in a post-collapse world. With the right goods and the requisite knowledge, you and your family will never starve.

14

IT COMES DOWN TO YOU

The “Come as You Are” Collapse: