How to perfect the art of bargaining

22 Jul 2016

For many Australians, bargaining is an activity only done while shopping at markets on holiday. However, when it comes to buying antiques, dealers often welcome negotiating on price - if it’s done in the right way.

“Sometimes people fear that if they ask for a discount, they’re going to get a ‘no’, but if you’re mindful that the dealer is trying to make a living and you’re respectful, you’re already halfway there,” says Dawn Davis, President of the Australian Antiques & Art Dealers Association.

Dawn has been running her own antiques store for 28 years in Melbourne and specialises in the small decorative arts, and furniture and silver.

“Antiques have always been cloaked in an aura of exclusivity and expense, but that’s not true. You can actually buy antique items quite cheaply, if you know your stuff. Over the past 20 years, items have become less expensive because there’s now a glut on the market,” she says.

“In my shop, I have things priced from $100 to $10,000 and people are often surprised when they find something that they like and can afford,” Dawn explains. “In price negotiations, you can always layby as well. Most dealers will not only negotiate a good price, but you can negotiate a way to obtain that item, by organising how it will be paid.”

Here are Dawn’s top tips on price negotiating antiques. Good luck.

Carefully choose the item

You have a greater chance of getting a discount on items of more substantial value if they’re generally priced at $500 or more, advises Dawn, who suggests asking for a discount of 10 to 15 per cent.

Avoid trying to negotiate on items priced at less than $50.

Do your research

“If you know something about the item, tell the dealer. Chances are, if the dealer knows that you’re a relatively educated buyer and you know what you’re talking about, they will be more willing to work with you,” says Dawn.

It helps to do some online research or visit other stores so you’re aware of how much similar items are priced elsewhere.

Build a rapport with the dealer

You have a much better chance of getting a discount if you’re a repeat customer at the store, advises Dawn. If not, strike up a conversation with the dealer to build up some rapport with them, so it’s clear that you’re interested in their products.

If you’re a collector of certain products, like vintage thimbles, chat with them about your passion.

And don’t worry if you’re not an antiques aficionado, says Dawn. Introduce yourself to the dealer, show that you like the item and perhaps ask him or her to tell you more about it.

Be polite and discreet

If you’re going to ask for a better price, step away from the other customers milling around in the store.

“Never expect a discount or come across as aggressive or be fixated on a particular price – that can be insulting for a dealer. They are trying to earn a living, after all,” explains Dawn.

Know when to stop haggling

“You have to be realistic. If the dealer offers you a 10 per cent discount, there’s no point in trying for 20 per cent, because it probably won’t happen,” she says. “It’s better to accept the first offer rather than pushing the envelope. I don’t think it’s polite to continue bargaining after that.”