Calling all those who love the idea of scoring a flea market or yard sale deal but are too timid to fight for the price – follow these steps to help you master the art of haggling:

1. The Prep Work

Prepare yourself mentally to do a little “acting.”  You have to convince yourself and the seller that you are just a casual shopper.

2. The Stash

Have cash stashed in an easy-to-access (for you) pocket. It should be the maximum amount that you are willing to spend on the target.

3. The Approach

Ask the seller to give you the lowest price that they are willing to offer. If it is lower than your anticipated price, then go ahead and make the deal. Done!

If it is higher than you are willing to go, this is where that stash comes in handy. Offer the seller 20% less than the amount you have in your pocket for the item.

You should receive a counter offer that is closer to your price. If it has not matched your stash amount, continue with the back-and -forth until you come to an agreement or are ready for the next step.

3. The Final Offer

Pull the cash out from your pocket and say “THIS IS ALL THAT I HAVE TO SPEND. It is <insert amount here> and it is my final offer.” A smart seller will bag the item for you immediately. Their logic is: Why turn down cash within inches of my hand? Done!

Hopefully that worked and you do not have to employ other methods. If not, read on…

4. The Hard Part

Stubborn sellers may not bite. To this person who will not meet your cash offer, you say. “Thank you, but I don’t really need this anyway,” and WALK AWAY!

Even better, if you are at a multi-vendor sale, walk toward another booth that has similar wares.

Watching you go to a competitor is a killer for a true salesperson and more than likely, that they will promptly call you back to make the deal.

5. The Not-So-Satisfying Deal

Of course, if you really want the item, you always have some less attractive options. For example, you can:

a) Pay the seller’s asking price (least favorable)

b) Come back at the end of the day before pack-up time — if the item is still there, you’ll likely be able to get an even better price.

c) Keep hammering away until you finally get the seller to crack. Sometimes you will annoy them so much, they’ll make the deal just to get rid of you. Hey, it’s not glorious, but it helps you achieve your objective.

Here are some more tips to get you closer to your deal:

> Be realistic about your “pocket” price. If you come in too low for something that is clearly worth more, the seller will likely be insulted or perceive you as a waste of his/her time and be unwilling to engage in negotiation. Suggested Reading: Buy, Keep or Sell?

> Don’t over-express your interest in the target. Gushing over the item adds perceived value to it, and the seller will feel like they can sell it to anyone at the asking price and less willing to bend for you.

> Never dress-up to go to a yard sale. Leave your nice jewelry at home. Don’t be a show-off. If you look like you can afford the item at cost, then you make a weaker argument for yourself.

And some final words of encouragement: At the end of the day there will be one winner — the seller or the buyer — as the buyer, why shouldn’t it be you?

Remember, you are shopping to score a deal, so stick to your guns and get your price. It is much more rewarding that way.

Happy Haggling!