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How to Haggle With a Dealer at an Antique Show

In a 2010 article on WorthPoint.com, antiques expert Harry Rinker asserts that established dealers are no longer flocking to the Internet to sell their collectibles. An antique show or fair offers dealers from traditional brick-and-mortar stores the ability to bring their items to a new group of buyers, as well as the ability to sell off a large stock of inventory at once. While haggling is expected, dealers are under no obligation to accept your offer. A few simple guidelines help ensure that a dealer will agree to your suggested final price.

Instructions

- 1
  Compare other prices first. Dealers of similar items often set up their booths in close proximity. Shop for the lowest tag price before approaching a dealer with an offer.
- 2
  Watch how dealers interact with potential buyers. While dealers expect buyers to haggle, some are more approachable than others.
- 3
  Approach the dealer with respect. Illustrate your own knowledge of the item you wish to buy, and compliment the dealer on his or her selection of antiques.
- 4
  Explain why you're interested in the piece. Let the dealer know, for example, if you are a collector or if this item will be a gift. Dealers are in the business of making a profit, but they would also like to build a rapport with potential repeat customers, especially if they own a store nearby.
- 5
  Request a discount or ask, "What's the best you can do?" Many dealers know exactly how much they need to make on each item to turn a profit. This technique also takes the pressure off a potential buyer to come up with an offer on his own.
- 6
  If feasible, offer to purchase more than one item. Dealers have a limited amount of time to empty their booths at a show; anything that doesn't sell has to be repacked and transported back to a shop or storage space. Purchasing multiple items can result in a dealer offering a slightly higher discount percentage.
- 7
  Negotiate on the final day of the show. Dealers are the most eager to empty their space toward the end of the show. Once a dealer's space has been paid for and a profit turned, he will be more willing to accept lower offers. This is especially true in the case of large furniture, which can be costly or difficult to transport.

Antiques