6 Expert Tips On How To Haggle On Antiques (Plus, When You Shouldn’t!)

Is there anything better than the thrill of knowing you found a great deal on an incredible old-fashioned for your home? Only the pride of knowing that you went into the interaction advocating for your wallet and haggling successfully on the piece that caught your eye.

But haggling is a dainty art that requires going in with knowledge and finesse. It’s not as plain as wanting $100 off of a sideboard that costs $900. You need to have a savvy sense of when a dealer might be willing to bend on the price—and when you’re better off just paying the full value.

To find out the nuances of when to haggle and when to walk, two antiques dealers shared their insights from the other side of the negotiating table.

• Jen Bienvenu is an antiques dealer, decorator, and founder of J. Bienvenu Interiors based in Louisville, KY, with projects across the Southeast.
• Charlotte Jeffers is the proprietress of Union Camp Collective, a vintage and old-fashioned shop in Raleigh, NC.

Amy Campbell Studio

Six Tips for Haggling on Antiques

Before you head out on your next antiquing adventure, remember haggling is expected, so don’t feel shy. Bienvenu says, “A customer once asked me if I haggle. My response, ‘If you aren’t prepared to haggle, you should probably not be in this business.'”

With that in mind, here are the six tips you need to haggle successfully on everything from the glassware you desperately need for your next dinner party to the side chair you can’t live without.

Ask for the Best Price

“The best and least volatile way to haggle is to ask the dealer, ‘What’s your very best price on this beautiful item?’,” says Jeffers. There are two subtle nuances in this phrasing that Jeffers points out. By asking the best price, you’ve already avoided low balling them. And, by adding in the word “beautiful” (or any adjective you prefer!), you’ve let them know you appreciate and want this item. A compliment always goes a long way.

Note That You Love the Item But It’s Over Budget

Whenever you go into a haggling situation, remember there’s a human on the other side of the deal. They may be willing to bend for an enthusiastic customer with a tight budget, especially when they envision a special piece going to a good home. Jeffers explains, “I love it when people say something nice about the piece, like, ‘It’s so awesome but it’s over my mental budget. What would be your best price if I could take it off your hands today?’ Then you have me sharpening my pencil!”

Choose Items That Have Been Sitting

“If it’s a store I frequent and I know the item has been sitting unsold for more than three months, I will usually take an item to the register and ask if this dealer has a best price for this item, while explaining I’ve noticed it’s been sitting for a while,” says Bienvenu. She points out that dealers are more likely to make a deal when they didn’t anticipate an item hanging around so long.

And, if the ink on the tag is faded from the sunlight, you know that item has been sitting for a long time. “I will usually take this item to the register and offer a cash price for something I’m almost positive a dealer would be willing to part with,” adds Bienvenu.

Ask for a Cut on a High Price Tag

If a dealer has an item priced on the high end of the range for that particular piece, then you have an opportunity to ask if they can do better on the price. There’s typically more wiggle room when an item is at the tiptop of its possible market value. However, Bienvenu says, “You should never expect more than 20% off. 10-15% is a typical range when entering a haggling conversation.”

She also notes that you should keep in mind what the dealer has already invested in the piece, including the cost of acquiring it, the cost of displaying it in a booth that comes along with rent, and any repairs or modifications they may have invested in.

Remember Cash is King

“Offering to pay in cash helps lessen the credit card fee transaction on the dealer, and they may be more likely to accept a discounted offer in cash,” says Bienvenu. Venmo, Zelle, and CashApp are also possible ways to get around the credit card fee. Knowing they can sell it today for cash in hand is often the most appealing way to let a piece go.

Dance Around Firm…If You’re a Regular

Generally, an item marked “firm” truly is firm. It’s priced at its absolute lowest price, and the dealer is not going to sell it for less. However, Bienvenue believes there’s a little bit of wiggle room if you’re a regular customer. “When shopping for clients I will explain the budget for a particular item we are working within, and more times than not a dealer is willing to work with us, because they know we are repeat customers.” She recommends getting to know the dealers, making conversation, and letting them know you’re around and interested.

Bienvenue adds, “Dealers are more likely to work with you on pricing when they are familiar with you, you’re polite and interested in their business.”

Amy Campbell Studio.

Four Instances Where You Should Just Pay Full Price

As fun as it is to throw yourself into the excitement of haggling on an item, it’s not always considered the best manners to offer your own interpretation of a fair price. Here are four instances where you’re better off paying the full price rather than trying to get a deal.

When the Price is Already Rock Bottom

Occasionally, Bienvenu will find a wonderful piece that she believes is underpriced or undervalued (is there any better feeling?!). “This can happen for a number of reasons—maybe the dealer is not educated on this particular type of product or maybe the piece is in need of repair and being sold ‘as-is’,” explains Bienvenu. If you’re lucky enough to stumble upon a price that’s almost too good to be true, take it and run. Bienvenu says, “I quietly take my item to the register and pay the tagged price. No need to draw attention to the fact that it is underpriced.”

When You’re Looking at New Stock

Antiques dealers are generally more willing to haggle on an item that’s been sitting in their collection for longer than they expected. If something has just arrived, they’re probably going to want to wait it out to see if it sells full price. “If it caught my eye, it’s probably going to catch someone else’s eye. And the dealer will be less likely to budge on the price when they know not everyone in town has had a chance to see it,” says Bienvenu.

When Your Strategy Involves Pointing Out Imperfections

While some haggling strategies won’t work because they don’t make sense for the dealer, others can be downright insulting. A dealer usually brings an item into their collection because they think the item is worth something—not because they think it’s something that should be discounted deeply because of its flaws. Bienvenu explains, “Never insult a dealer’s merchandise or criticize a piece with an imperfection thinking it will get you a discount. This will turn a dealer off and they will be less willing to engage further.”

When Your Negotiation is Centered on Cosmetic Changes

Along the same lines, Jeffers says that trying to haggle based on cosmetic changes that you want to make to a piece won’t go far with an antiques dealer. Just because you hate pink stripes and a chair is currently covered in magenta and bubblegum pink doesn’t mean you get a discount. Jeffers explains, “When someone says to me, ‘What’s your best price on this old thing? I hate the color, I’m going to reupholster it and change the legs because those are awful,’ it makes me feel like, ‘If you hate this piece, why do you even want it?'”