Unless you?ve been trained by the FBI, the merchant will notice. Something in your eyes or a visceral flinch will ?do you in?. Sure those dodo-bird salt and pepper shakers would look good on your dining room table for this Thanksgiving dinner but, unless you make a deal with this guy, your budget will force you to leave them in the market. At a layman?s level, it?s called bargaining. At corporate level it is called the ?art of negotiation?.

Like hunting, bargaining is a skill we have lost over time. The only real bargaining most of us get to do are the weekly specials at the grocery store, and that?s only one- sided. There is no arguing about the price and all you can do is either buy it or leave it.

The following are a few commandments from pros who love to deal in the ?bar code free? zones of Mauritius. These training grounds for would-be bargaining beginners can be found in almost every major town in Mauritius. Don?t overlook the roadside opportunities that you come across either!

1. Thou shalt not feel embarrassed. It is your right to ask for a discount. If you are the non-confrontational type of buyer, (you pay the listed price without questioning it) then you should sit this one out.

2. Thou shalt know the going price for the item you are about to bargain for. How can you ask for a deal if you don?t know what other markets or merchants are selling the item for?

3. Thou shalt not become rude if the seller isn?t in the mood to bring the price down. Chances are he is not a good bargainer either, if he becomes grumpy at your offer, just walk away and look for someone more receptive.

4. Thou shalt not insult anyone?s mother. Bargaining is enjoyable. It is a polite game, a playful game, where ultimately both sides win and walk away satisfied.

5. Thou shalt understand that you are probably being charged more if you look like a foreigner. Don?t be offended. Be determined.

6. Thou shalt check your bearings first. If you are not in a bargaining zone, you will not be able to bargain unless you can deal directly with the owner.

7. Thou art not in Italy. The arm waving, insulting, passionate breast beating and walking away would be out of place here. Mauritian merchants for the most part are very polite and discreet.

8. Thou shalt not look interested in the item. When you ask the price of it, show no reaction. Be friendly and ask for a discount. If the merchant protests, remain friendly but firm and tell him that you?ve seen it cheaper elsewhere. If he is motivated to sell it to you and he knows you?re right, he will try to lower the price.

9. Thou shalt carry only the amount you intend to spend. That way, if he is offering better arguments as to why you should pay more for the item, when you open your wallet you can show him you only have a certain amount, which strangely is the amount you have been arguing - not bargaining for!

10.Thou shalt try to become a regular face. If he doesn?t lower the price and is being a little stubborn, move on. A few days later, pass by his booth again. When he sees you, ask him if he has changed his price - be friendly and smile. If he takes the bait and smiles back, you know you may have a chance.

Whatever you call it, haggling, negotiating or bargaining is basically ?making a good deal?. As Donald Trump writes in his book, The art of the deal, he has had to be willing to wait for as long as 15 years for the situation to be ?right? to get the price he wanted for something.

Hopefully, if you ?play your cards right?, you should be able to get those salt and pepper shakers a little sooner!

<B>Angela KEESSOONDYAL</B>