As times become tough, it will become increasingly important to find alternate means to obtain goods and services -- and that means bartering. Americans (including myself) are some of the worst negotiators in the history of the human species. In most countries, accepting the listed price at a store is considered an insult; when was the last time any of us negotiated anywhere?
So, I'm working on learning how be a better negotiator. I found the following rules of negotiating that might be helpful for you:
The Critical Rules:
1. No free gifts! Trade every concession! Use the Big "If..."
2. Start high. (Or low if you're buying.)
3. Make small concessions, especially at the end.
4. Krunch early and often. (Krunches are phrases like "C'mon, you can do better than that" or "make me a better offer")
5. Be patient.
6. Remember to nibble at the end.
7. Keep looking for creative concessions to trade.
The Important but Obvious Rules:
8. Do your homework.
9. Keep the climate positive.
10. Remember that everything's negotiable.
11. Never accept their first offer.
12. Leave the other side feeling it's done well.
The Nice-to-Do Rules:
13. Start slowly.
14. Set a complete agenda.
15. Discuss the small things first.
16. Settle everything at the end.
17. Use/beware the power of legitimacy.
18. Keep your authority limited. Try to negotiate against people with high authority.
19. Consider using good guy/bad guy techniques.
20. Try to have the other side make the first offer on the issue being negotiated.
21. Keep teams small and under control.
22. Try to get them to come to you.
It helps to understand some examples for each of these rules, but they're something to think about.
Your Limit
The one tip I learned about bartering is before engaging in negotiations, have a clear fixed limit in your mind (your highest price if buying, your lowest price if selling). This requires knowing how valuable the item is to you, and not letting the other person know that. Then begin negotiations, using all the useful tips above, and stick to your guns - never exceed your limit (it helps a lot if you don't become emotionally attached until the sale is complete, and that takes practice).