Almost all prices in Zambia are negotiable and it’s hard to know when it is appropriate to haggle and what a ’fair’ price really is.

When you go into a flea market you would expect to have to barter but what you need to remember in Africa is that unless you are in a supermarket chain with a clear price tag then the price is up for debate.  It’s true of taxis, touring companies, most shops, hotels and of course the myriad of flea markets.

When I first entered South Africa, I was quite naïve and would just accept the first price that I was given. I felt quite uncomfortable haggling with people on low incomes who relied on tourist custom to survive but I realised that I would quickly be broke if I didn’t start to negotiate and everyone expects it so I got over these inhibitions quite quickly!

There is often a perception here that tourists are incredibly wealthy so if you don’t negotiate you will get a mark-up of up to 500% on the local price.

I’ve spent years negotiating in business but if you think hard-nosed insurance brokers are tough traders you should try and pit your wits against a Zambian flea market vendor!

Having spent 3 months here I’ve managed to hone my technique and managed to get a $30 taxi ride down to $4, a safari company to knock 60% off their initial rate and an adapter for a dollar!

Here are my 10 tips for effective haggling in Africa:

Build a rapport with the salesperson

Just like in all walks of life relationships are key. Get to know the vendors name and a little bit about them and reciprocate with details about yourself. People instinctively want to do business with a person they like and that’s a universal theme across the world. Of course the vendor will be trying to do the exact same thing with you so it’s not difficult to engage in some small talk.

Most vendors in flea markets for example tend to wear Premiership football tops so for me thats a very easy conversation starter to break the ice before we even mention any products

Don’t get straight to the price

If you jump straight onto the price everyone will see how anxious you are and drive a much tougher deal. Instead, inquire about the features of the product and its durability. Show an interest in the product but don’t show too much enthusiasm so they think that you will accept any price, balance is key here!

The more questions you ask also shows you how much the salesperson really knows about their product. If they are unable to answer a lot of your questions or are clearly bluffing it creates the impression that you know more than they do about the product which gives you credibility when it comes to discussing the price. I remember asking detailed questions ingredients and cooking process of a chicken wrap before parting with my hard earned 50 cents!

Don’t give away your maximum budget

It sounds blindingly obvious but I’m amazed how many tourists I see answer honestly when asked how much they are willing to spend! Needless to say the minute you have given this nugget of information away you won’t get a price for a penny under this.

You should always know your price ceiling before you enter a negotiation so you know what you want to pay but guard this information like it is Fort Knox!

Try to find out the fair price before you start – if not then just go low!

Ideally you want to find out from a friendly local what a fair price for a product is before you start. This is harder to do for a piece of art or one-off items but for generic products or especially taxi rides this is an effective technique.

If you go in very low-ball they will think it is just the start of a negotiation but if you can insist on a legitimate local price and then use a bit of creative license and insist ‘this is what I paid for this taxi ride yesterday’ then you have a lot more credibility and just get treated like a local.

When I know the fair local price for a taxi I will always pick the lower range of this price and then say to the driver this is how much I will pay for the ride before he even offers a price. You are not going to get lower than this so you don’t have to worry about showing your hand and this tactic gives you credibility and puts you in the driving seat.

When you don’t know a fair price then you have no option but to go low. You don’t want to be so low-ball that you lose credibility but it’s better to go in too low than too high so if in doubt just say a price as low as you think is reasonable and let the fun and games begin!

The power of silence

Once you have made your initial offer hold your tongue! Too many people keep talking at this stage to justify the price offered and show anxiousness. You need to create the impression that you do this all the time and are in control of the situation so just be serene and let him do the talking before you then counter

Add a touch of the theatrical!

Remember earlier on when we built rapport with the vendor? This is where you need to use this to optimal effect to get the best deal. I’ve used everything from ‘from one Arsenal fan to another…’ to ‘I’ve just come from your beautiful home land of Harare, help a brother out…’ to try and convince the vendor to agree to my price!

It’s all just a game and the heart will always rule the head. This is not a boardroom negotiation and Africans are amongst the funniest most expressive people I’ve ever met so throw away those stiff upper lip and notions of professionalism and be dramatic!

I like to inject some humour at this stage too. One of my favourite lines is ‘do you see my Rolex watch and diamond earring? No, because I’m not a millionaire so what’s your real price?!’ There is nothing you can say here which is too over the top!

Show you are serious about buying

Often a lot of tourists just engage in a bit of haggling for fun or as strolling around the market. You want to show that you are serious about buying and are ready to use a deal. The best way to do this is to either take out the money you have offered to show you are ready to trade or to use assertive language showing that you are ready to buy now.

Act like you have lost the negotiation

Nobody likes to feel like they have been screwed over in a negotiation so as you approach the end of your haggling act like the vendor is a tough negotiator and that he has driven a hard bargain. By complementing his negotiating skills and how successful he has been in getting a good sale makes them so much more amenable to closing the deal with you!

Throw in a last minute curveball

As you get towards the end of the deal and there does not seem to be much more room for negotiation mention another product you like too. This starts the negotiating cycle all over again and you should be able to prompt further discounts by buying more than one item. By this point having invested so much time in you the salesperson will be eager for a deal so will be more amenable to discounting!

Have fun

The most important thing to do is enjoy it! This is not a life or multi-million pound Wall Street deal. African vendors are generally incredibly gregarious people. Keep smiling and enjoying the process and they will do. Haggling as a tourist is one of the great joys of travelling in Africa so embrace it!