How to Be a World-Class Bargainer

Some foreigner friends have remarked that Judy is a “better salesman” than the salespeople she deals with because when abroad, she manages to get what she wants at prices even lower than what the locals themselves pay. What they don’t realize is that for her, bargaining is more a matter of goodwill earned than of money saved. Though she loves to shop and get things she fancies at prices she believes to be reasonable, buying, for her, is not the end and be-all of bargaining.

Somewhere between the shopkeeper’s first lie and his final price, she gets to ask him where she can find the tastiest moussaka in town, and he gets to announce with fatherly pride that his bright son last week got straight As at medical school. Sometimes, too, she “gossip” about how in her country some merchants sell beautiful antiques made last night.

In Jogjakarta, she once got so fascinated by a vendor’s interestingly-spaced teeth (which were either goldcapped or rotten) that she asked her guide to say things to make him laugh; she wanted to capture the laughter on film. Shooting almost made her forget about her bargaining, and before she could resume on haggling the vendor gave her the item—a hand-carved comb made of buffalo horn—at her price. She discovered later on that no other store would give the item away at that price. What do you think did it? (If she didn’t get the comb she would have been just as grateful; imagine having a picture of that laughter!) It was because the vendor enjoyed the experience as well.

World-class bargainers have to be actresses, gamblers and mind readers all rolled into one. You can be one yourself. Start sharpening your bargaining skills right here, at home, so when you suddenly find yourself in other lands you’ll know how to play a cash-ual tug-of-war with the toughest flea-market veteran.

Here are a couple of tips on how to be a world-class bargainer:

•            Especially when abroad, be sure you have the time—and the stomach—for shopping. Good social skills are part and parcel of bargaining, particularly in countries observing traditional hospitality gestures. For example, all over Egypt, a customer is served shai, a rather strong local tea, whether she’s in the market for antiques or for trinkets. And no reason is valid for refusing a glass, when offered. If you don’t take tea they’ll offer you Turkish coffee, cola, fruit juice, even water, and you must take one because they’ll be hurt if you, a guest, won’t take anything while in their premises. It’s simply their custom and this does not oblige you to buy or refrain from haggling.

• Never take either bargaining or item seriously. Any kind of attachment is bondage, and if you must enjoy your haggling (or life, for that matter) you must be free! It’s pointless to shed tears over that Ming vase you could have had—there’s a lovely Persian rug waiting for your elsewhere.