In the July 2005 edition of Psychology Today, researcher Jason Feirman contends that instead of trying to drive a hard bargain at a yard sale, you may be better off asking the vendor about the history of the item you’re interested in.
Put simply, Feirman says that either consciously or subconsciously, yard sellers sequester those prized possessions they’ve been agonizing over selling in backwaters of the backyard. So the first thing to remember is to check the backwaters first - you’re likely to find the real treasures here.
Perhaps more tellingly, Feirman concludes a reluctant vendor warms more to somebody who’s interested in the history of a prized item, than somebody who’s after a bargain. For this reason, Feirman suggests you take the time to get to know the yard seller and their products, as a way to let them know their old possessions will be going to a good home. More often than not, this breaks down the vendor’s concerns, and you’ll walk away with a bargain anyway!
Another reverse psychology method is to attend yard sales in poorer parts of town, or poorer parts of the nation. Many people think rich folk have the best stuff to sell, but remember rich folk also live in well-to-do neighborhoods that artificially inflate prices. More often than not, you’re likely to unearth a bargain in the places where people are less likely to pay big bucks.
Finally, why not walk into the yard sale with the attitude ‘I’m really going to learn somethin, here”, “I’m likely to meet some nice folk here”, or “This is gonna be a new experience!”. That way the pressure on you to buy is put squarely in the back seat, you won’t look like some craven coyote pawing over someone else’s cherished items, and you’ll feel more inclined to bargain in a jovial and relaxed manner.