Antiques buyer Lisa Ramseyby John Clausen / photo by Brent Fleury

When it comes to the art of negotiating, few people are more adept than Lisa Ramsey at getting the best price, product and terms. We’re talking about a black belt in shopping who is comfortable almost anywhere deals are being made. We asked Ramsey, whose family has run the 77,000-square-foot Antique Tobacco Barn in Asheville for 24 years, for some tips on navigating the treacherous waters of make-me-an-offer commerce. A buyer for the Tobacco Barn, Ramsey was preparing for a shopping trip to India (yes, India), but was gracious enough to give us the following insights.

Just ask. You can get a discount at many smaller shops, so you should always ask about the store’s policy. The worst they can say is no. If the answer’s yes, ask the salesperson if he or she owns the shop. If the salesperson is not the owner, ask politely to call the owner or the dealer so you can make the offer directly.

Always be polite. Nothing clogs up the wheels of commerce like a demanding customer with a nasty attitude. If you make a counteroffer, make sure you do so respectfully. Never ask in the beginning, "Is this your best price?" Why would you expect to negotiate after someone gives you their best price? Instead, ask something like, "Can you lower the price on this item?" If the product is damaged and you’re making a low-ball offer, be careful how you word your offer. No need to be insulting.

Be persistent.  Don’t be afraid to leave and come back later to reiterate your offer. Circumstances change, and so do the minds of sellers.

Bring a friend along to play the bad cop—as in, “Gosh, that seems like a lot for that piece. Let’s try somewhere else.” It’s the kind of peer pressure that sometimes results in the seller pitching a lower price on their own.  

Know your price. In an auction, set an absolute limit on the price you will pay. Don’t go over it, and don’t get caught up in the moment or be influenced by the enthusiasm of people around you.
Remember that products are only worth what people are willing to pay. Do some research on Google or eBay to find out the prices of similar items.

Be observant. Analyze the look of the establishment and note the attitude of the shopkeeper. Higher-end shops require a somewhat different bargaining approach than do garage sales.

Buy More. Purchasing more than one item from a single person or store almost always makes for a better deal.

Pay in cash. In a small store or trade market, the risk of a returned check is on the shop owner’s mind. Also, if the owner takes credit cards, the fee that a credit card company charges will affect your price by as much as five percent.