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Step 1
Avoid getting attached to the item at hand. Remember that you are at a yard sale. By definition, you are making an impulse purchase. Most likely, you were driving by, saw the sale, stopped and now you are eying an object that intrigues you. However, if you had just kept driving, you would have never even seen this object. By thinking of the yard sale in those objective terms, you will give yourself the prospective to remain unattached. Remember when we purchase items in life, there is a difference between "want" and "need."
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Step 2
Pretend that you didn't see the price on the object. Because the people selling the items usually just want them off their front lawn, they may have marked one price and will now take less for it.
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Step 3
Nod and smile when they share the price with you. Don't act too excited and don't act too put off (if it's over-priced). Your goal is to make them think that a sale is possible.
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Step 4
Engage them in a personal story. It doesn't have to be true, but it does have to be interesting. For instance, maybe you're holding a vase that so reminds you of the one that your grandmother had in her parlor. This will create the expectation on the seller's part that you have a sentimental need to buy the object while at the same time endearing them to you. People love to feel as if their former wares are "going to find a good home."
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Step 5
Ask (politely) if they can do any better on the price. Because items at a yard sale are not mass-produced, you can't wait for the Wal-Mart down the street to put it on sale. Therefore, you must gently massage the idea of asking for a lower price because, quite frankly, they're the only seller in town.
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Step 6
Purchase multiple items at the yard sale. You don't want to buy items "just to buy them." But, if there are a few other items you are interested in, you can use that to negotiate a better overall price for all the items. Remember that your best leverage is that the last thing these people want to do is haul the stuff back into their basement.
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Step 7
Leave the item, and return at the end of the day. If you really aren't happy with the price after you've politely exchanged an offer and counter-offer, thank them for their time and leave. If you really want the item, return at the end of the tag sale when they are cleaning up. You do run the risk of the item no longer being there, however, showing that much interest and a willingness to return will probably get you a great price.
