Ever walked into a furniture store, fell in love with a sofa, and then froze when you saw the price? You’re not alone. Most people assume the sticker price is final-like it’s carved in stone. But here’s the truth: negotiating when buying furniture isn’t just possible, it’s expected. In fact, many stores build in 20-40% room for negotiation right from the start. If you don’t ask, you’re leaving money on the table-sometimes hundreds of dollars.
Why Furniture Prices Are So Flexible
Furniture stores don’t operate like grocery stores. You won’t find a fixed markup on a couch like you would on a carton of milk. Instead, furniture pricing is built on layers: wholesale cost, shipping fees, store overhead, and then a wide profit margin. Most retailers plan to sell items at full price only if they have to. The rest? They’re ready to move inventory quickly, especially at the end of a season, during slow months, or if an item has a minor flaw.Think about it: a sectional sofa that costs $2,800 new might have been sitting in the showroom for six months. The store’s cost to store it, insure it, and keep it dust-free adds up. For them, selling it for $1,800 is better than letting it gather dust. That’s where negotiation kicks in.
When to Negotiate (And When Not To)
Timing matters more than you think. The best windows to negotiate are:- End of the month: Sales reps are chasing quotas. They’ll bend rules to hit their numbers.
- End of the season: Spring clearance for winter pieces? Fall clearance for outdoor furniture? That’s when discounts are deepest.
- Monday through Thursday: Weekends are busy. Weekdays mean less foot traffic and more willingness to close a deal.
- Just after a holiday: After Black Friday, Memorial Day, or Labor Day, stores clear leftover stock.
- If an item has a dent, scratch, or missing cushion: Even a tiny flaw can be your leverage.
Don’t waste your time negotiating at high-end luxury boutiques or brands like Restoration Hardware during their full-price launches. Those places rarely budge. But at big-box chains like IKEA, Ashley Furniture, Raymour & Flanigan, or local independent stores? Always try.
How to Negotiate Without Sounding Desperate
You don’t need to haggle like a street vendor. A calm, polite approach works better. Here’s how:- Do your homework. Check the same sofa on Amazon, Wayfair, or even at a competing local store. Take screenshots. If you find it cheaper elsewhere, say: "I saw this exact model at XYZ for $1,950. Can you match that?"
- Bundle your purchase. If you’re buying a sofa, coffee table, and rug, say: "I’m looking to buy all three today. Can you give me a package deal?" Most stores will offer 10-15% off for multiple items.
- Ask about floor models. "Is this floor model available at a discount?" Floor models are often 15-30% off because they’ve been handled, even if they look new.
- Use cash or financing. "I can pay cash today" or "I’m approved for store financing" can trigger instant discounts. Cash means no processing fees for them. Financing means they make money on interest.
- Be ready to walk away. Don’t act like you’re desperate. Say: "I really love this, but I need to think about it." Then leave. Often, they’ll call you back with a better offer.
What to Say (And What Not to Say)
Your words matter. Here’s what works:- "I’m ready to buy today if we can work out a price."
- "Is there any room for adjustment on this item?"
- "I’ve been looking at several options. What’s the best deal you can offer me?"
Avoid these phrases:
- "I’m on a tight budget." (They’ll assume you’ll never pay more, even if you can.)
- "Can you make it cheaper?" (Too vague. Always give a reason or a number.)
- "I’ll take it if you throw in free delivery." (This sounds like a demand, not a request.)
Real-World Example: What Happened in Burlington
Last fall, a local resident bought a 3-seater velvet sofa from a Burlington furniture store. The tag price was $2,199. She mentioned she’d seen it for $1,899 at a nearby outlet. The salesperson checked their system, then said: "I can do $1,950, and I’ll throw in free delivery and a free rug cleaner." She walked out paying $1,950-$249 less than the original price, plus two free extras. That’s a 11% discount with added value.What You Might Be Missing: Extended Warranties and Delivery Deals
Negotiation doesn’t stop at the price. Ask for:- Free delivery (often $150-$300 value)
- Free assembly (especially for beds, bookshelves, or modular systems)
- Extended warranty (sometimes offered at cost, or even free if you buy above a certain amount)
- Same-day pickup (if the item is in stock, stores will waive delivery fees to avoid handling it)
One customer in Oakville saved $280 by asking for free delivery on a dining set. The store had two identical sets in stock-they were happy to waive the fee just to move one.
Common Myths About Furniture Negotiation
Let’s clear up some myths:- Myth: "Big stores don’t negotiate." Truth: IKEA, Ashley, and even Costco have discount programs for bulk, floor models, or end-of-season sales.
- Myth: "Only cash buyers get discounts." Truth: Financing can be more valuable to stores than cash because of interest revenue.
- Myth: "If I ask once, I’ve tried." Truth: Some stores let you negotiate twice. Go back a week later. Ask for a manager. Say: "I still really want this. Can we revisit the price?"
When Not to Negotiate
There are times to pay full price:- Buying a one-of-a-kind artisan piece
- Purchasing from a small, local maker who barely breaks even
- Getting a custom-built item (like a made-to-order sectional)
In those cases, you’re paying for craftsmanship, not markup. But for mass-produced furniture? Always ask.
Final Tip: The Power of the Written Quote
If a salesperson gives you a better offer, say: "Can you email me that quote?" That makes it official. It also gives you time to compare, and it creates accountability. If they don’t follow up, you can say: "I was told you’d send me the final price. Did that get lost?" Most of the time, they’ll send it-and sometimes even improve it.Remember: furniture stores want to sell. They’d rather move 10 sofas at $1,800 than sit on 10 unsold ones. You’re not being rude-you’re being smart. And in a market where people pay full price out of habit, you’re already ahead.
Is it rude to ask for a discount on furniture?
No, it’s not rude. In fact, most furniture retailers expect it. Many stores build in 20-40% negotiation room right into their pricing. Asking for a discount is part of the buying process-especially at big-box stores or local furniture outlets. If you don’t ask, you’re likely paying more than you need to.
Can you negotiate at IKEA?
IKEA doesn’t typically negotiate on regular items, but they do offer discounts on floor models, damaged goods, or items in their "As-Is" section. If you’re buying multiple items, ask about bundle deals. Also, IKEA often runs seasonal sales-especially in January and August-where prices drop by 15-30%. Check their website or ask at customer service.
What’s the best time of year to buy furniture?
The best times are January (after New Year sales), late July to early August (end of summer clearance), and right after major holidays like Labor Day and Black Friday. Stores are clearing last season’s stock and making room for new inventory. You’ll find the deepest discounts during these windows.
Should I pay cash to get a better deal?
Paying cash can help, but it’s not the only way. Many stores prefer financing because they earn interest. If you’re approved for store financing, mention it. You might get a better deal than if you pay cash. The key is to say: "I’m ready to buy today," whether you’re paying cash or financing.
Do online furniture stores allow negotiation?
Most online retailers like Wayfair or Amazon don’t negotiate prices directly. But they often have flash sales, coupon codes, or price matching. If you find a lower price on a competitor’s site, contact customer service and ask if they’ll match it. Some will, especially if the item is identical and in stock.
