Tutorials

SWAP MEET TUTORIAL #3: THE NEGOTIATION

A swap meet negotiation is somewhat different than purchasing a comic book from a dealer or a retailer. You, and assumingly your trading partner, are most likely not driven by profit, but by the desire to own a particular book.

Once you have determined what books to bring and priced them fairly and accurately, based on condition and market value, you need to get ready to negotiate.

1. Be Prepared – Do your homework. Know the price, rarity and condition of your books and be ready to justify everything to your trading partner.

2. Be Realistic – The ultimate goal of a negotiation is to find common ground. Consider, what is the most you are willing to give up and the least your trading partner is willing to sacrifice. This is what drives the negotiation.

3. Be Human – Greet your trading partner and build rapport. Talk about comics and if the book is one that you have an emotional attachment to, share the story. Obviously, you are more likely to get a good deal from someone who likes you. Furthermore, if your partner is willing to work with you, show your appreciation.

4. Be Respectful – When you propose a trade, understand that both parties must be satisfied with the exchange. It’s okay to disagree on price or grade. If someone proposes a lopsided or outlandish trade, don’t admonish the individual, respectfully decline, and move on.

5. Be Observant – Hopefully your trading partner has disclosed all defects on a book. While trust is important, you want to protect yourself as well. Take the time to peruse and examine the book to avoid issues later.

6. Be Flexible – A trade doesn’t work out and you walk away. You’re feeling regret. Well, give it some time and return to the negotiation. Perhaps the individual will be more willing to bargain this time around. Restate the offer and see if they’ll be more flexible. This works on both side of the deal.

NEXT: HOW TO TRANSPORT YOUR BOOKS

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