The two most common tactics are:
- "What is your cost? So I can know how much money you are making." Very weak standpoint. It puts the retailer in the position of weighing your value to him as a customer. If he prices his product to high over the cost then he will alienate a customer and loose the sale. If he cannot close the deal on a reasonable margin then he will pass, something that no business owner wants to do.
- "What is your best price right here right now. You have one shot to get me. If I don't like what I hear then I will go elsewhere." Again, it appears the customer is acting from a position of strength. After all they hold the checkbook right? The problem with that tactic is the customer may leave and go to another store, but may end up paying a higher price from the second store. He cannot return for the first offer right? He rejected it and will actually likely pay more if he has to save face.
Here is a good book that I have read on this subject: The Win Win Negotiator