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Knowledge is key when buying or selling antiques or collectibles. The more you know the better off you will be. Here are a few tips that may help when negotiating for the best price.

Provenance is a term used for your item's history, in antique speak. When trying to purchase, ask the dealer nicely how it came for sale. They may not know the provenance and the price may come down a bit. Never instigate that they are trying to pass off a reproduction as the real thing, but asking if they have ever come across any reproductions can open up the discussion if needed. When selling, do your homework to know what kind of a value to put on your item. Research on-line, browse the antique and collectible section of your local bookstore, or ask an appraiser to take a look and give their estimate.

Be Respectful when attempting to haggle. Ask, "Is this your best price for this piece?" Show your interest, but not too much unless that is a card you want to play. Remember that dealers are people too, and most are collectors who have had their own "Must Have" moments. If the price is not negotiable, then accept with grace. Showing too much disappointment, resorting to sarcasm, or stalking off will only cause the dealer to stick to their guns. Never degrade the item in question, or say that the price is way cheaper at "such and such." Instead, a polite, "I think I saw a piece like this someplace else that was a little more within my budget. But I'd still like to look around though because something else might catch my eye." Then smile. The dealer might have a change of heart and adjust the price tag, or even do a little more research on the piece and realize it should be more affordable. Don't give up though. Frequent their store on a regular basis and let them know you are still interested. I have done this on numerous occasions only to find the dealer themselves telling me that the price has now come down for some reason or another. I also inquire about items that have an "NFS" sign on them, which means, "Not for Sale." These are usually pieces of furniture used to display wares and are set store fixtures, but not always. Sometimes these pieces need to be moved to make way for something else, or the dealer hasn't met their sales quota for the month, or they just cave in and sell it to you and you alone because you always hint sweetly that you still want it every time you see it.

At antique shows, flea markets, or even estate sales, the best day to score is the last. Like the song implies, "the girls all look prettier at closing time." Same thing applies here. Bigger pieces can be found at bargain prices because they are so heavy to move, and smaller pieces, especially China and breakables, are a pain to wrap and perhaps they gave away all their boxes anyway. Wheel and deal at times like these, but always in a good-natured manner.

Establish relationships with your dealers. From a business venture a friendship may form. Refer them to you friends and be a good patronage of their shop. They will start to look out for your interests, sometimes even holding a piece for you to look at before setting it out on the floor. On your search for the perfect piece your ultimate find may be friendship, and that comes for free.

Learn more about this author, Dorothy Meyer.
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