The Art of the Deal at Round Top
Negotiating is part of the antique shopping experience! Most vendors expect it and price accordingly. Here's how to do it respectfully and effectively.
The Golden Rules
- Be respectful — These are small business owners and artisans
- Be genuine — Only negotiate if you truly want to buy
- Cash is king — You'll often get better deals with cash
- Know when to walk away — And when to come back
How Much Can You Negotiate?
General guidelines:
- 10-15% off is common and usually accepted
- 20% off is possible on higher-priced items
- 25%+ is rare but happens on the last day or for multiple items
Factors that affect flexibility:
- How long the show has been running (more flexible later)
- Price of the item (more room on expensive pieces)
- How long the dealer has had the item
- Whether you're buying multiple items
- Cash vs. card payment
Negotiating Scripts That Work
The Direct Approach:
"I love this piece. What's your best price?"
The Cash Offer:
"Would you take $X if I pay cash?"
The Bundle Deal:
"If I buy both of these, can you do better on the price?"
The Polite Decline:
"That's a bit more than I wanted to spend. Could you do $X?"
What NOT to Do
- Don't lowball insultingly (offering 50% of asking price)
- Don't negotiate if you're not serious about buying
- Don't point out flaws rudely to justify a lower price
- Don't get aggressive or argumentative
- Don't negotiate at busy booths when others are waiting
Best Times to Negotiate
Early in the show:
- Less flexibility, but you get first pick
- Some dealers won't budge on Day 1
Last day of the show:
- Dealers don't want to pack and ship items home
- Best discounts, but selection is picked over
End of each day:
- Dealers are tired and ready to make deals
- Less competition from other buyers
The Cash Advantage
Many dealers prefer cash because:
- No credit card processing fees (2-3%)
- Immediate payment, no chargebacks
- Simpler accounting
Cash tip: Mention you're paying cash when you make your offer — it often sweetens the deal by 5-10%.
When NOT to Negotiate
- Items already marked "Firm" or "As Priced"
- Very low-priced items (under $25)
- Opening moments of a show
- When the dealer has already given a discount
The Walk-Away Strategy
If you can't agree on price:
- Thank the dealer politely
- Take their card or note the booth location
- Continue shopping
- Come back later — the dealer might reconsider
- The item might still be there on the last day at a lower price
Final Tip
The best deals come from building relationships. Chat with vendors, show genuine interest in their pieces and stories. A dealer who likes you is more likely to give you their best price—and call you first when they find something you'd love.
Happy hunting!
