How I Mastered Show Negotiations: 6 Months of Battling Hagglers and Winning

Six months ago, I stepped into my first coin show clueless about haggling. Here’s what I wish someone had told me before facing my first negotiator.

When I set up my first coin show table six months ago, I thought I knew business basics. Boy, was I wrong. The real education came from the endless back-and-forth with seasoned hagglers—each conversation chipping away at my profits.

This is my journey from rookie negotiator to someone who now holds their ground confidently. If you’re tired of feeling bullied into discounts, let’s change that together.

The Brutal Awakening: My First Show Disaster

Let me paint you a picture of my debut coin show nightmare. A collector picked up my star attraction—an $1,800 Morgan dollar—within minutes of opening:

“What’s your absolute bottom dollar?” he demanded, fingers already closing around the coin like he owned it.

I nervously offered $100 off. His counter? “$1,200.” My fatal error? Believing he’d negotiate in good faith. He circled back four times that morning, each offer more absurd than the last.

The Turning Point That Changed Everything

When he returned for the fifth time, something snapped. I looked him dead in the eye: “New price: $1,850.” His jaw actually dropped. He paid the original $1,800 an hour later, but I walked away wiser—you teach people how to treat you.

Hard-Won Lessons From The Front Lines

Lesson 1: The Power of Final Offers

Here’s what saved me: my Three Strike Rule

• First ask: My best price (already 10% below tag)
• Second try: “That’s my final number” with eye contact
• Third attempt: “Price just went up 10%”

This cut serial haggling by 90% instantly. Serious buyers appreciate consistency.

Lesson 2: The iPad Huckster Phenomenon

At the FUN show, I watched a vendor eject buyers waving auction comps on their tablets. Now I keep this cheat sheet visible:

3 Truth Bombs for Data-Driven Hagglers:
1. "That listing was for a different grade"
2. "Did you factor in the 20% auction fees?"
3. "Let me show you why mine's worth more"

Lesson 3: The Psychology of ‘Best Price’

Early on, I’d nervously knock down my own prices before buyers even tried. Watch how this plays out:

Buyer: “$10,000 coin – what’s best price?”
Past Me: “$9,750”
Buyer: “How about $8,500?”

Now I respond: “The price reflects recent sales. I’d love to walk you through its history.” This positions me as an expert, not a pushover.

The Negotiation Framework That Works

For Buyers: The Respectful Approach

After hundreds of transactions, I’ll actually discount for these strategies:

• Bundle Power: “I’ll take these three if we can do 10% off” works 80% of the time
• Knowledge Respect: “PCGS population shows 12 in this grade. Would you take $X?”
• Loyalty Perks: Regulars get 5% automatically—no begging required

For Sellers: The Unshakeable Protocol

My table now displays this printed policy:

PRICING RULES
1. Tags reflect last 90-day auction averages
2. Single coins: Priced to sell already
3. Multi-coin deals: 5-15% discounts available

Transparency cut my haggling time from hours to minutes per show.

The Long Game: Relationships Over Quick Scores

Remember that $1,800 buyer who tested me? He’s now spent over $27,500 at my table. Why? He knew my prices were fair and my knowledge genuine. We’ve built trust that makes negotiations almost effortless.

The 90-Day Results That Changed My Business

• Time spent haggling dropped from 3 hours/day to 20 minutes
• Average sale price climbed 12% by holding firm
• Repeat customers now drive 40% of revenue

Final Takeaway: Three Non-Negotiables

After $150K in show sales, here’s my core philosophy:

1. Clarity beats confusion: Set rules early and often
2. Consistency defeats bullies: Never reward pushy tactics
3. Character builds wealth: Trust compounds faster than discounts

The secret? View negotiations as relationship starters, not battles. When I started valuing my expertise as much as my inventory, my customers did too. Now when hagglers approach, I see opportunities—not obstacles—to demonstrate real professionalism.

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