When you buy something at your local supermarket, you generally pay the price on the tag — easy. But in places like Turkey, Vietnam, Egypt, Morocco, Peru, China and West Africa, prices are not always set in advance. You may find yourself haggling over the cost of souvenirs, produce, taxi rides and more.
It’s normal to feel awkward, maybe a bit anxious, over an unfamiliar practice. Are you overpaying? Are you driving too hard of a bargain? Is this even something a conscientious traveler should do? And if so, where do you begin?
Here are some tips for negotiating a price that leaves everyone feeling good.
Be bold, but respectful
Before you go shopping, ask hotel staff or a local guide whether haggling is normal in your destination and about fair prices for key items on your wish list. Or just watch local buyers, then mirror their bargaining approach and how much they pay. Haggling is most common in outdoor markets, bazaars and tourist districts, said Ozcan Kaya, 27, who has sold carpets for a decade in his family’s shop in Istanbul.
Then, once you hit the market, don’t be shy: Merchants will expect you to negotiate, and it’s not impolite to do so, especially if you learn a few bargaining phrases in the local language.
Remember that in a fair deal, both sides win. The seller should make some money, and you should not wind up feeling fleeced.
Jill Moser, 49, a jewelry artisan and frequent traveler from Fort Worth, said she works hard to strike the right balance.
“I’m OK if I pay just a little more than a local would,” she said. “But no one wants to be taken advantage of. It’s about mutual respect.”
Shop around
If you spot something you’re desperate to possess, do some comparison shopping first. You can always come back if the item is unique.
While you’re browsing, set a mental price limit so you don’t get pressured into overpaying, and bring enough cash in small bills. You may also benefit from first practicing your haggling skills on a less expensive item that you could live without.
Merchants in high-traffic spots like Istanbul’s Grand Bazaar typically pay higher rents, Mr. Kaya explained. If you check the side streets, he said, “you can always get it much cheaper.”
Don’t quibble over pennies
Consider how much you’re haggling over. If the price is little more than pocket change, consider simply paying the asking price.
A small amount may not matter to you, but it can matter greatly to many sellers, said Chris Solt, 52, of Lancaster, Pa., executive director of the nonprofit Fair Trade Federation, an organization focused on equitable global trading partnerships.
Many of these sellers specialize in homegrown or handmade items, Mr. Solt said, so be wary of “knockoffs of very traditional cultural products and craft traditions,” which can end up “undercutting the viability and sustainability of those livelihoods.”
Find the middle ground
Now you’re ready to go for it. First, ask the price, but don’t make an offer right away. Follow up by inquiring about a discount, then suggest a lower number, Mr. Kaya recommended.
It’s OK to “just smile and tell them what would be a better price for you,” he said.
In a typical scenario, the buyer might counter a seller’s asking price at anywhere from 25 to 75 percent of the initial offer, eventually meeting somewhere in the middle. It’s tricky, because countering too low could be insulting, while going too high can result in overpaying. But erring on the low side leaves you more room to negotiate.
Hold your ground if you think you’ve proposed a fair price, based on your comparison shopping, input from locals and seeing what others pay. Don’t feel as if you need to fill an awkward silence with a higher offer — a common rookie mistake.
Be prepared to walk away. Ignore any emotional appeals and provocations: You’re under no obligation to buy. You might be surprised at how a polite “No, thank you” can elicit a final, rock-bottom price from a pushy or intransigent seller.
You can also get a better deal if you buy several items at once. That applies whether purchasing three handmade carpets or a dozen postcards.
Andrés Acosta, 34, sells tote bags printed with his own custom designs in Madrid’s El Rastro street market. Though he typically doesn’t haggle much, he will give discounts for quantity purchases.
Keep it positive
Embracing a fun, playful attitude usually works better than getting aggressive, said Abdellah Elfirdaoui, 32, a shopkeeper in the souks of Marrakesh, Morocco. Exchanging names and making small talk help build rapport, making it easier to strike a deal. “We are in this life together to help each other,” he said. “It’s always best to be nice.”
Mr. Acosta, the merchant from El Rastro, also had some advice: “Being polite opens a lot of doors,” he said. Negotiating prices, he added, is “all a game, and it depends completely on the mood — theirs and mine.”
