Negotiation Tips for Resellers: How to Get Better Deals 2026

The difference between a profitable reseller and a struggling one often comes down to a single skill: negotiation. Every dollar you save on inventory goes straight to your bottom line. Master how to negotiate buying, and you’ll consistently outperform competitors who pay full price for the same items.

Most resellers leave money on the table because they’re uncomfortable asking for discounts. They assume prices are fixed, or they fear rejection. Here’s the reality: sellers at thrift stores, estate sales, flea markets, and even online marketplaces expect negotiation. When you don’t ask, you’re the exception—not the rule.

This comprehensive guide covers haggling tips resellers use to secure better deals across every sourcing channel. You’ll learn specific scripts, timing strategies, bulk deal techniques, and psychological principles that turn awkward price conversations into profitable partnerships.

The Psychology of Negotiation: Understanding Both Sides

Before diving into tactics, understand what motivates sellers to accept lower offers. Effective negotiation isn’t about winning at someone else’s expense—it’s about finding terms that work for both parties.

What Sellers Actually Want

Estate Sale Operators:

• Clear the entire house quickly to minimize holding costs
• Avoid hauling unsold items to donation or dump
• Satisfy the estate/family with strong sales results
• Build relationships with reliable buyers who return

Thrift Store Staff:

• Move inventory to make room for donations
• Hit sales targets set by management
• Reduce items sitting on floor longer than 30-60 days
• Create positive customer experiences

Individual Marketplace Sellers:

• Convert unused items into quick cash
• Avoid shipping hassles when possible
• Complete transactions smoothly without drama
• Clear items taking up storage space

Flea Market and Garage Sale Vendors:

• Not carry items back home at day’s end
• Generate cash flow for the day’s work
• Move volume over maximizing individual prices
• Build regular customer relationships

The Negotiation Mindset

Approach every negotiation as problem-solving, not confrontation. You’re helping sellers achieve their goals (clearing inventory, generating cash) while achieving yours (profitable inventory acquisition). This mindset shift transforms uncomfortable interactions into productive conversations.

Key Principles:

• Never insult the item or the seller
• Express genuine interest before discussing price
• Provide legitimate reasons for your offer
• Be willing to walk away—but do so respectfully
• Make the transaction easy and pleasant

Negotiating at Thrift Stores: Strategies That Work

Thrift stores seem like fixed-price environments, but significant discounts are available if you know how to ask.

Understanding Thrift Store Operations

Thrift stores operate on thin margins with constant inventory turnover. Items that don’t sell within 30-60 days become problems—they take floor space, look stale, and eventually must be discarded. This creates negotiation opportunities.

Stores Most Open to Negotiation:

• Independently owned thrift and consignment shops
• Church and charity-run stores with volunteer staff
• Goodwill and Salvation Army (especially for flawed items)
• Habitat for Humanity ReStores (particularly furniture and building materials)

Stores Less Flexible:

• Corporate-policy thrift chains during regular hours
• Stores with recent management crackdowns on discounting
• Locations with high foot traffic and quick turnover

Thrift Store Negotiation Scripts

For Damaged or Flawed Items:

You find a vintage leather jacket with a broken zipper, priced at $25.

“Hi, I noticed this jacket has a broken zipper. I’d still like to buy it, but I’ll need to pay for repairs. Would you consider $15 since it’s damaged?”

Key elements: Acknowledge the flaw specifically, show continued interest, provide logical reasoning, make a specific offer.

For Items Sitting Long-Term:

You spot a piece of furniture with dust buildup and a faded price tag.

“I’ve seen this piece here for a few weeks now. I’m interested in it—would you take $40 instead of $60? I can take it today and free up the floor space.”

Key elements: Reference time on floor, make specific offer, emphasize immediate sale and convenience.

For Multiple Items:

You’ve gathered five items totaling $75.

“I’ve found several things I’d like to buy. Would you consider 20% off if I take all five? That’s $60 for everything.”

Key elements: Bundle items together, propose specific discount percentage, do the math for them.

For End-of-Day Shopping:

You’re shopping an hour before closing with $50 in items.

“I know you’re closing soon. Would you take $40 for these? I’m ready to check out right now.”

Key elements: Reference closing time, offer quick transaction, have items ready.

Timing Your Thrift Store Visits

Best Times to Negotiate:

• End of month: Many stores have monthly sales targets and become more flexible
• Hour before closing: Staff want to wrap up and may accept lower offers
• Slow weekday afternoons: More time for conversation, fewer competing customers
• Before or after major holidays: Donation surges create inventory pressure

When to Avoid Negotiating:

• Saturday mornings with long lines
• During special sale events (prices already reduced)
• When staff seems stressed or short-handed
• Your first visit to a new store (build rapport first)

Building Thrift Store Relationships

Long-term relationships with thrift store staff pay massive dividends. Regular customers often receive:

• First looks at new inventory before it hits the floor
• Automatic discounts without asking
• Calls when specific items arrive
• Flexible pricing on large purchases

Relationship-Building Tactics:

• Visit consistently on the same days
• Learn and use staff names
• Be friendly and patient, never demanding
• Buy regularly, even small items
• Express genuine appreciation for good finds

Estate Sale Negotiation: Maximizing Every Visit

Estate sales offer the richest negotiation opportunities in reselling. Operators expect haggling, and motivated sellers often accept significant discounts—especially as sales progress.

For comprehensive estate sale strategies including finding sales, what to look for, and research techniques, check our Estate Sale Flipping Strategy Guide.

Understanding Estate Sale Pricing Psychology

Estate sale companies typically price items at 25-35% of estimated retail value. They build in negotiation room, expecting offers. A $100 price tag often has a floor of $60-70 that the operator has pre-approved with the family.

Price Negotiation Norms by Day:

Estate Sale Negotiation Scripts

Day One, Early Arrival:

You want a vintage record player priced at $150.

“I’m very interested in this record player. I’m a collector and I can see it’s been well maintained. Would you consider $125? I’m ready to pay cash right now.”

Key elements: Show genuine appreciation, establish credibility (collector), make reasonable first-day offer, emphasize cash payment.

Day One, Multiple Items:

You’ve selected $400 worth of items across several rooms.

“I’ve put together quite a collection here. I’m hoping to make this work for my budget. If I take everything today, could we do $300 for the lot?”

Key elements: Bundle items, reference budget constraint, propose specific total, offer immediate purchase.

Day Two or Later:

You return on day two for a desk still available, originally $200, now marked 25% off ($150).

“I came back specifically for this desk. I see it’s discounted to $150 now. Since we’re on day two and it’s still here, would $100 work?”

Key elements: Show specific interest, acknowledge current discount, reference continued availability, make direct offer.

Final Day/Hour:

Estate sale ends at 3pm. It’s 2pm, and you want items totaling $75.

“I know you’re wrapping up soon. I’d love to take these items off your hands. What’s your best price to clear them right now?”

Key elements: Reference ending time, express desire to help clear inventory, ask for their best price (often yields better results than naming a number on final day).

For Items Needing Repair:

An antique chair needs reupholstering, priced at $120.

“I love this chair, but the upholstery needs complete replacement. That’s a $200-300 job minimum. Could you do $60 so I have room in my budget for restoration?”

Key elements: Acknowledge appeal, explain specific repair needed, estimate repair cost, justify lower offer.

Estate Sale Bulk Deal Strategies

The most profitable estate sale opportunities come from bulk purchases. Operators strongly prefer selling multiple items to serious buyers over managing dozens of small transactions.

Category Bundles:

Identify a category and offer to take everything in it:

“I see you have about 30 vinyl records scattered throughout the house. What would you take for the entire collection? I’ll go through and pull them all together.”

Room Clearance:

Especially effective on day two and beyond:

“I’m interested in clearing out the garage. If I take everything remaining out there, what would make that work?”

End-of-Sale Cleanout:

Estate companies sometimes pay to have remaining items hauled away. Position yourself as the solution:

“If there’s anything you’d rather not deal with hauling at the end, I’d be happy to take it for [minimal price/free]. Here’s my number.”

Relationship Building with Estate Sale Companies

Estate sale operators running 2-4 sales per week become invaluable sourcing partners. Cultivate these relationships:

How to Get on Their Radar:

• Buy something at every sale you attend
• Be professional, friendly, and never difficult
• Follow through on every purchase (no backing out)
• Pay quickly, pick up promptly
• Ask for business cards and follow on social media

What Regular Buyers Receive:

• Preview access before public sale hours
• First-look notifications for relevant inventory
• Negotiated flat-rate deals on entire estates
• Referrals to other operators
• Bulk pricing without asking

Online Marketplace Negotiation: Scripts for Digital Deals

Negotiating through text requires different skills than face-to-face interaction. You can’t read body language or adjust in real-time, so your initial message matters enormously.

Facebook Marketplace Negotiation

Facebook Marketplace sellers expect offers. The “Make Offer” button exists for a reason. However, lowball offers and rude messages have made many sellers defensive.

Effective Opening Message:

A seller lists a KitchenAid mixer for $150.

“Hi! Your KitchenAid looks great - is it still available? I’m interested and can pick it up today. Would you consider $120?”

Key elements: Greeting, genuine compliment, availability check, express interest, specific offer, immediate pickup offer.

Following Up on No Response:

“Hi again - just checking if the mixer is still available. I’m flexible on timing if today doesn’t work. Let me know!”

Key elements: Friendly tone, availability check, flexibility offer, low pressure.

Countering Their Counter:

Seller responds: “I could do $140.”

“I appreciate that. Could we meet in the middle at $130? I can come get it within the hour.”

Key elements: Acknowledge their flexibility, propose split-the-difference, offer immediate action.

Bundle Request:

Seller has multiple items you want.

“I noticed you also have the coffee maker listed. Would you do $150 for both items? I’ll pick up everything together.”

Key elements: Reference other listings, propose bundle price, emphasize convenience.

OfferUp and Craigslist Tactics

These platforms tend to attract more negotiation-savvy sellers. Adjust your approach:

OfferUp Initial Message:

“Interested! Is this still available and does the price have any flexibility?”

Opening with a question about flexibility gauges the seller’s openness before you commit to a number.

Craigslist Email:

“Hi, I saw your listing for the [item]. I’m interested and would like to come see it. My budget is around [amount] - does that work for you?”

Craigslist’s email-based communication benefits from slightly more formal, direct messages.

When Sellers Say “Price is Firm”

“Firm” doesn’t always mean firm, but respect the signal. Try these approaches:

“I understand. If it’s still available in a few days, please keep me in mind—I could do $X if you decide to come down.”

This plants a seed without being pushy. Many “firm” sellers become flexible after a week with no other offers.

Alternatively, find other value:

“I respect the price. Would you throw in [accessory/case/additional item] for that amount?”

Red Flags to Avoid

Don’t send messages like:

• “Would you take $50?” (on a $150 item—too aggressive)
• “That’s overpriced” (insulting)
• “I can get this cheaper elsewhere” (then go there)
• “What’s the lowest you’ll go?” (lazy negotiation)
• Immediate lowball with no greeting or context

These approaches generate “no” responses, blocks, and occasionally hostile replies.

Flea Market and Garage Sale Negotiation

Cash is king at flea markets and garage sales. Sellers are motivated by the immediate gratification of bills in hand, and most expect negotiation as part of the experience.

Flea Market Strategies

Timing Matters:

• Early morning: Best selection, least flexible pricing (vendors expect the day to get better)
• Mid-day: Good balance of selection and flexibility
• Final hours: Maximum flexibility, depleted selection

The Cash Display Technique:

When making an offer, have the cash visible in your hand:

“I really like this. I’ve got $40 here—would that work?”

Seeing physical cash triggers different psychology than hearing a number. It makes the transaction tangible and immediate.

Building Rapport Before Negotiating:

Spend 30-60 seconds chatting before discussing price:

“These are great vintage signs. Have you been collecting long? … That’s really cool. I love the Coca-Cola one. What would you need to get for it?”

Bulk Negotiation:

Flea market vendors love volume sales:

“I’m interested in these four items. If I take all of them, what’s your best price for everything?”

Garage Sale Negotiation

Garage sales often feature the most motivated sellers—people who want items gone that day and may not hold another sale for years.

Early Arrival Strategy:

“Hi, I’m looking for [category]. I’m a reseller and I buy in quantity. If you have anything you want to move quickly, I’d love to take a look before things get picked over.”

Many garage sale hosts appreciate direct buyers who take multiple items.

End-of-Sale Cleanout:

“I see you’ve still got quite a bit left. What would you take for everything on this table?”

“If you don’t sell everything today, would you take $X for whatever’s left? I can come back at [closing time].”

Price Tag Psychology:

Items without price tags are often easier to negotiate. Sellers haven’t anchored to a specific number, and your first offer often becomes the baseline.

Bulk Deal and Lot Negotiation Strategies

The biggest reselling profits come from bulk purchases at significant discounts. Negotiating lots requires different tactics than single-item deals.

Structuring Bulk Offers

Value-Based Bundling:

Group items by category and make comprehensive offers:

“I’ve identified about 50 vintage books throughout the house. Based on their condition and titles, I could offer $200 for the entire collection—that’s $4 per book, which accounts for the research and listing time I’ll need to invest.”

The “Problem Solver” Position:

Position your bulk purchase as solving the seller’s problem:

“I know hauling all this furniture is expensive and time-consuming. If I take everything in the living room today, I can have it cleared by this afternoon. What would make that work for you?”

Tiered Offers:

Give sellers options:

"For the complete electronics lot, I could do:

• $300 cash today for everything
• $200 for just the gaming systems
• Or let me know what works for your budget and I’ll see if I can make it happen"

Negotiating with Business Liquidations

Business liquidations and store closings offer massive bulk opportunities. These require more professional negotiations:

Initial Contact:

“I’m a local reseller interested in purchasing remaining inventory. Who handles decisions about bulk sales? I buy cash and can arrange pickup within 48 hours.”

Making the Offer:

Research comparable lots sold at auction or wholesale. Make offers based on 10-20% of retail for general merchandise:

“Based on my inventory assessment, I can offer $5,000 for the entire remaining stock. That includes all fixtures, displays, and merchandise. I’ll arrange a truck and have everything cleared within the week.”

Handling Auction Competition:

If items are headed to auction, you can sometimes preempt:

“I understand this is going to auction. If you’d prefer a guaranteed sale without auction fees and uncertainty, I can offer $X and close within [timeframe].”

Wholesale and Manufacturer Relationships

Building relationships with wholesalers and manufacturers opens negotiation opportunities unavailable to casual buyers.

Getting in the Door:

“I operate a reselling business moving 500+ units monthly. I’m interested in establishing a wholesale account for [product category]. What are the requirements and volume minimums?”

Negotiating Better Terms:

Once established, negotiate improvements:

“I’ve been consistently ordering $5,000 monthly for six months. Is there room to discuss improved pricing at this volume?”

“I’m looking to increase my orders to $10,000 monthly. What pricing tier does that qualify for?”

Advanced Negotiation Techniques

The Silence Technique

After making an offer, stop talking. Resist the urge to justify, explain, or fill awkward silence. Many sellers will negotiate against themselves:

You: “Would you consider $80?”

Seller: (pause) “Well… I really wanted to get at least $100…”

You: (silence, pleasant expression)

Seller: “I guess I could do $90.”

The Flinch

A visible (but not exaggerated) reaction to a price can reset expectations:

Seller: “I’m asking $200.”

You: (slight flinch, pause) “Oh, that’s more than I expected. What’s the best you can do?”

Important: Don’t overact. A small reaction is effective; dramatic theatrics are offensive.

The Reluctant Buyer

Express interest while creating uncertainty about your purchase:

“I like this a lot, but I’m not sure I can justify the price. If you could do $X, I’d take it right now. Otherwise, I might need to keep looking.”

This creates urgency without ultimatums.

The Walk-Away

The most powerful negotiation tool is genuine willingness to leave without buying. This must be authentic—bluffing damages relationships and credibility.

“I appreciate your time, but that’s more than I can do today. If you change your mind, here’s my number.”

Often, you’ll be called back. If not, you’ve avoided overpaying.

The Anchoring Technique

The first number in a negotiation sets a psychological anchor. When possible, establish your anchor first:

“I’ve been looking at similar items and they typically sell for $X-Y. Would you be in that range?”

vs. responding to their anchor:

Seller: “I want $200.” You: “That’s more than I was thinking. I was hoping closer to $100.”

Their anchor ($200) now pulls your counteroffer upward.

Common Negotiation Mistakes to Avoid

Starting Too Low: Insulting first offers shut down negotiations. Offer 70-80% of acceptable pricing as your opener, not 30%.

Appearing Too Eager: Buyers who seem desperate lose leverage. Express interest, not desperation.

Failing to Research: Not knowing market values puts you at a disadvantage. Know what items sell for before negotiating.

Being Rude or Demanding: Treating sellers poorly destroys relationships and usually fails anyway. Kindness and respect cost nothing.

Negotiating on Every Small Item: Trying to save $2 on a $15 item wastes time and damages relationships. Save negotiation capital for meaningful amounts.

Not Following Through: Backing out of agreed prices, failing to show up for pickups, or renegotiating after agreement destroys your reputation.

Ignoring Non-Price Value: Price isn’t everything. Consider convenience, relationship value, bundling possibilities, and future opportunities.

Building Your Negotiation Confidence

Negotiation is a skill developed through practice. Every conversation builds capability, regardless of outcome.

Practice Progression:

1. Start with low-stakes garage sales where stakes are minimal
2. Move to thrift stores where staff negotiate regularly
3. Progress to estate sales where larger amounts justify investment
4. Advance to business-to-business and bulk negotiations

Track Your Results: Keep a simple log of negotiations attempted, discounts achieved, and lessons learned. Reviewing patterns improves performance over time.

Learn From Rejection: A “no” provides information. What price did they want? Why? What could you have done differently? Every rejection teaches something.

Conclusion

Mastering negotiation transforms reselling economics. A reseller paying full price operates on razor-thin margins; one who consistently secures 20-30% discounts builds compounding advantages that translate to higher profits, better inventory velocity, and sustainable business growth.

Start practicing today. The garage sale this weekend, the thrift store near your house, the estate sale next Friday—every interaction is an opportunity to develop skills that pay dividends for your entire reselling career.

Remember: sellers often want to negotiate. You’re not taking advantage of anyone; you’re participating in a normal part of commerce that benefits both parties. The worst that happens is they say no, and you’re exactly where you started.

Ready to put your negotiation savings to work? Use Underpriced to analyze your newly-sourced inventory and identify the items with the highest profit potential. Every dollar saved on acquisition is a dollar added to your margin.