The inspiration behind the urge to write under this heading was to counter some poor advice heard once on a television show. Without naming any names, the woman on the show said it was a "good thing" to offer a dealer "half price" of what they were asking. While this advice might have been great in getting a K-Mart contract, it won't get you far in an antique shop.

Having some experience negotiating sales of antiques and collectibles over a 30 year span, it is a pleasure to offer some valuable advice to anyone considering investing in antiques. While there are certain items that may command a better price from a customer other than you, most likely your interest in an item will interest the antique dealer offering it for sale. Your words will not be wasted on the dealer. Most he has heard before. Some he wishes he will never hear again.

In the case of an unmarked item, I have been asked, "What's this going for?".

To that it is fun to reply: "Right now it's not going for anything. I'll take $300. for it".

See. Antique dealers do have a sense of humor.

Want to get on their bad side? Try this next: "I'll give ya $150. for it!".

My reply? "You don't have to give me anything. I work hard for what I get".

Instead try a more honest and respectful tact.

"Can you give me a better price?", is a good start.

Some folks word this request in a way that invites more humor. I enjoy it when I am asked if I "can do better". Of course I raise the price and when my customer protests, I tell them I thought they wanted ME to do better. That does get a laugh, but now they clarify it is truly them that wants to do better.

In all seriousness, common sense goes a long way. Assuming many items offered are at least negotiable in some way, Here are three of my best reasons to "do worse", from the antique dealers point of view.

1. Quantity. When you purchase more than one item, it seems "the more you buy, the cheaper it gets".

2. Knowledge of the market. If you have purchased similar or better examples for less from other dealers, indicate this. Buying a cheap one at a yard sale or thrift store doesn't count. The antique dealers background and expenses allow them to ask a fair market price.

3. Timing. Having booked shows outdoors in advance, only to suffer a rainy weekend, it is a lot easier to reward a customer with a great price just to recoup some of the losses. An item that hasn't been bought toward the end of a show might get you a better price than when the show opened. This often works in a shop, where you have seen an item you want over a period of time, that hasn't brought what the dealer originally asked.

In conclusion, don't go out with an attitude of you against them. Use some common sense. If you get a good collection started, don't be afraid to "pay the price" for the best example you have seen yet. Most antique dealers will respect you for that and remember you when they run across another great example. But it never hurts to ask, "Can you take less?"

Learn more about this author, Michael Aubrey.
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