Julian Dyer mentions that some dealers who mark items at high prices
rarely seem interested in buying at more than (say) 30% of their
'asking' price!  I had just such an experience.

We answered an advert in the paper for a beautiful antique music box.
Arriving at the shop in the home of the owner, we were shown an average
6-inch cylinder music box.  It was not restored, lots of oil around,
4-penny nail holding the cylinder gear, worth maybe $500 US at the time
(10 years ago).

Wiping the astonished expression off my face, I asked if the $3900 was
really the asking price and was told, "Yes indeed, saw a very similar
box sold at a nearby auction for $3500".

They had had an offer of $2800 and had turned it down, but they'd let
me have it for only $3000.  What a deal!  I suggested that I thought
that was a lot of money for such a little box and they were insulted.

So, I made them an offer they couldn't refuse.  I have a similar size
box that was restored (and it plays the Star Spangled Banner, to boot).
I'd sell it to them for $1500, one half their asking price, and they
could sell their $3900 box to the person who offered $2800.  They'd end
up with $1300 cash and a much nicer music box that they could still
sell for $3900.

Doubtless to say, they'd let me know.  And, no surprise that they never
called.

I find that a very good test of price and have used it several times.
And, I've heard some interesting excuses.

Craig Smith