Antiquing: Tips from Host of Pawnathon Canada on How to Land a Deal

I always think of fall as the time to visit antique shops. Maybe it's the romance of the falling leaves and wood fire smells that I associate with looking around at old objects -- a harkening back to simpler, pre-digital times. (Although in truth I'd be lost without my smartphone).

In anticipation of the season of antiquing, I spoke with antique dealer Douglas Stocks, co-host of History TV's reality show Pawnathon Canada. If you're looking to try your luck at an antique shop, a market or even a garage sale, here are some tips on negotiating a deal:

1. Be Polite and Friendly
The worst thing you can do if you're looking to haggle over a price is be aggressive about it, says Stocks. It's best to be polite and friendly and inquire about something you're interested in so you can learn more about it and begin the buyer/seller relationship in a positive way.
If you walk in and challenge the buyer, you're asking for a duel and someone will win or lose.
"You don't want a duel if you're trying to buy something," says Stocks.

2. Be Informed
Whether you're looking for jewelery, furniture or a car, the best buyer is the informed buyer, says Stocks. That way, you'll know if the seller is misinformed or giving you incorrect information. The Internet is an easy way for people to educate themselves about old items. Stocks also suggests asking the seller if you can take a picture of what you're interested in, then take it home and learn more about it before you decide to buy. When it comes to antiques, you have to look for clues that indicate when they were made, like the shape of a screw used to put something together. If you're looking for something that is old, you have to become familiar with what designates it as old, Stocks says. "If you don't know what you're looking for, it's all risk."

3. Maintain a Positive Approach in Your Negotiations and Don't Get Set on Price
Even if a piece has a flaw and you think it should be an immediate deal, it's important to maintain a gentle approach. It's possible the seller didn't even know there was a flaw, says Stocks. Rather than saying 'This is a piece of garbage, I'll only pay this price,' try: 'I like this. Would you mind if I made you an offer?'
Also, don't become committed to only paying the price you're offering since it puts a barrier between you and the seller and could leave you with a dead end rather than a deal.

4. Remember the Seller has the Upper Hand in Negotiations
Keep in mind the "retailer" has the upper hand -- they can say yes or no and you're the one as the potential buyer who actually has to sell them on your price. If they say no to your suggested price, they have done so for good reason and they'll be able to explain why, says Stocks.

5. Try for What You Want but Don't Push Your Luck
There are certain places where it's easier and more acceptable to haggle, says Stocks. At a flea market or an outdoor antique show, people are geared up to wheel and deal. But it's worth it to try at the shops -- even at an upscale jewelery store -- since you never know if the retailer just wants to get rid of something. Talk, laugh, be a personality and try to sell your price in a nice way. If you've made an offer and it has been accepted, don't push for more of a deal, Stocks says. Otherwise, you'll insult the seller and end up with no deal. Happy haggling!