The Art of Haggling: How To Get
More for Less

Bargaining isn't for the faint-hearted - but like many social skills - and it is a social skill - the art of haggling can be learned.

I have a distinct advantage in this area, having been born into a Mediterranean family in which bargaining was always worth a try. Even in the poshest shop, my father would grin at the salesperson and ask for a discount while I ducked behind a rack in embarrassment.

And to my surprise and mortification, it often worked! Over the years I saw him get upgrades on flights, discounts on designer goods, and free meals in restaurants.

I wouldn't go that far, but I'm not averse to asking a shop whether this is their best price (and it often isn't!) or, my favorite, walking into a bazaar.

The art of haggling and bargaining are fine arts of travel, but like many age-old customs, they are governed by unwritten laws.

The unwritten art of haggling

In some parts of the world, like the Middle East and Asia, prices are artifically hiked for tourists so chances are you will haggle - and be expected to do so.

But before you even start haggling, there are a few things you should know:

• Make sure the art of haggling is indeed a local custom. There's no point in trying to lower the price at a Swiss watchmaker or in a Wal-Mart store.
• Most government-run shops have fixed prices: don't bother bargaining. The same usually goes for supermarkets, bottles of alcohol, or public transportation fares.
• Only ask the price if you're serious about buying. Western-style comparison shopping isn't the norm everywhere and is often frowned upon.
• Courtesy lies at the heart of most bargaining. Aggression or anger will usually not get you what you want so please, leave your frustration outside.
• In some countries you'll be offered tea, coffee or sweets during haggling. This is intended to lull you into buying, but stick to your guns. It's a normal part of bargaining and you're under no obligation to buy as a result - no matter how pushy the seller gets.
• But once you start bargaining and make an offer, honor it. Notice the word honor - it's a question of principle. Backing out of an offer is considered shameful by most.
• If you're brought to a shop or stall by someone, like a driver or guide, the final price will be more expensive. Your middleman will be getting a cut.
• If the seller refuses to negotiate, his price may already be acceptable.
• If you buy several articles, the unit price should go down.
• Appear disinterested. The seller is watching your every move and the asking price will go up in tandem with your apparent interest.
• If you feel you're really being taken for a ride or if a vendor becomes abusive, leave. You're there to carry out a transaction, not to be insulted.
• Expect to be pressured. Plenty of tactics will be brought to bear on you. You'll be told it costs nothing to look, but once you're in the shop the hard-sell begins. Stay in control and remember, as long as you haven't made an offer, you don't have to buy.
• All's fair in love and shopping. Don't necessarily believe you are buying an original Vuitton or Rolex (you aren't) - or even real leather, for that matter. Expect to be lied to.
• Leave your guilt aside - especially when hearing about starving relatives or expensive merchandise. They are simply part of the art of haggling.
• Be prepared to walk away and give up. If you can't agree on a price, there's no point in prolonging the agony.
• If you're not planning on buying, say so. Tell the vendor you'll be back another day and that you're just looking. It won't stop them from trying to sell, but at least you'll have a clear conscience as you walk away.
• And finally, haggling is a smiling and pleasant activity, so please, make sure any unpleasantness is left at the door.

Courtesy is always important when you bargain. Certainly, you are being charged more than a local. But then, you do have a lot more money! You may spend in a day what a woman in a developing country would spend in a month so please, bear that in mind. What you save by haggling may pay for a week's food for a family in need.

The art of haggling 101: a beginner's guide

Haggling can be intimidating if you're not in the habit of doing it - and even if you. There are some basic attitudes that should help make this experience bearable, and even pleasurable:

• If you're somewhere haggling is commonplace, assume the initial price will be several times higher than the real price.
• Try to estimate what the item is worth. Asking others what they've paid for something similar is a good way of assessing price. Or ask someone local, bearing in mind that as a foreigner, you would be expected to pay a little more.
• Put that amount - and no more - in your pocket. That way, when you pull it out to say it's all you have to spend, you'll be telling the truth.
• Walk around and look for similar items. Make sure you've spotted the best of the lot before you start bargaining.
• Do not look interested in the object of your interest. A merchant will be watching you closely as you meander through his or her stall or shop. Any show of interest will raise the price. If you must point at something just to begin the bargaining process, do so carelessly.
• Appear bored or in a hurry. Don't hold an object in your hand any longer than you need to in order to begin the bidding.
• Gear up psychologically. You are about to face masters in the art of haggling, who have worn down thousands of foreign shoppers before you.
• Better yet, take a friend or someone from the hostel. It's harder to convince two people, and she'll keep you from going overboard if you get too caught up in the haggling game. You can use the carrot and stick - you look interested while she tries to drag you away.
• Try not to look too wealthy. No merchant will believe your tales of poverty if you're dripping with the very latest gear.
• Determine your strategy. Will you demean the item? Will you plead poverty? Will you feign disinterest? It's best to have a plan before you plunge.
• Be ready to walk away before you walk in. You must be convincing about this - most deals happen when you're halfway out the door.
• Ask the prices of two or three items, so the one you're keen on isn't so apparent.
• Make an offer on the one you want that is somewhat lower than the price you've researched as appropriate.
• If you're in the ball park, this should yield a counteroffer. At this stage, you should be trying to bring the price towards your end of the scale and the vendor towards his or hers.
• This is a good time to highlight some of the product's disadvantages - a stain or discoloration, hanging threads, mismatched colors, anything you can think of that makes this particular item less than perfect.
• If after several efforts the price is still too high but you're keen on the purchase, walk away. Chances are you're still in the game, and this may help clinch the deal.
• Whatever you do, don't try to take away all the seller's profit. Stall-owners are sometimes badgered so aggressively by tourists that they scale back their prices unacceptably, even parting with an item at cost. Remember, they have to make a living, while all you may be trying to do is save 5 cents. Keep things in perspective.
• Consider how rich you are in comparison to the people around you. Your daily budget may be more than local people make in a month - so be sensitive when you bargain.

In the end, the art of haggling is a mixture of common sense and mutual respect. Use your sense when making an offer, but don't leave your compassion at home. If the vendor is obviously poor, make sure you don't take away her livelihood. Go ahead and try to get a good price - but not at any price.