Reading Body Language in Markets You Don’t Yet Understand

When people talk about markets and bazaars they usually refer to some of the most rewarding spaces in any city. However for most solo travelers these are places where they can get lost in translation. The way people communicate in markets often does not involve a lot of spoken language, but that does not mean that travelers cannot get by and even have a very good time. Read on to find out how to negotiate your way through the different stalls, how to get the best value for your money and what to do with your body language when interacting with local vendors.

After years of exploring 30+ countries and their various markets and bazaars, I have arrived at the following insights, learned the body language that seems to more universally prevail than spoken language, and wish to share this compact ‘reading list’ with my fellow globe-trotters, so they might as easily and quickly understand markets where all they speak is 10 words of local language.

Vendor signals. There are plenty of times that a vendor does not make eye contact or have time for new customers, and that is okay. Usually it means they are very busy or have existing relationships with other customers. I find that it is much easier to avoid uncomfortable situations when you realize the body language a vendor uses to signal to potential customers. Either they angle their body toward you and possibly even make eye contact and smile slightly or they turn away or continue speaking with another stall. Sometimes even staring is not good. It is all about reading their body language and being respectful if they are not interested.

Pricing signals: Pointing to the object that you have shown an interest in and raising your eyebrows while doing so is a near-universal “and how much would that be?” signal. The vendors response to this will give you an insight to the asking price before they start to haggle, whether it be in written form, or on a calculator. A fast calculation and stating of the price is a fair price signal, (They’re not over-inflating the price for you). Pausing for a moment or two before replying while scrutinizing you to and then stating a price is the “tourist price” signal (2-4 times higher than local price). If the vendor starts to reply while stating the price in numbers and then opening up their hands and palms in an expansive manner while doing so, this is a negotiating signal (offer them and start to haggle from there). As always, look for the fair price signal (the initial reply to your “and how much?” signal), and then purchase your required item(s) from there. Stalls that treat and quote all customers alike (tourist or local) in respect to prices usually have the fairest and most competitive prices for all customers.

Quality without words. Most markets are “come and see” markets. There are no tags and signs to read and decide on the quality of products. First of all, look for local customers buying from a particular stall or stand. They usually know what they are buying and the vendor would also want to sell to them. If you see produce that has just been restocked, take a look at it. Fresh produce will have good color and will be firm. Old produce will wilt and lose its color. Vendors who are proud of their products will tell you all about them. They will gesture to the different items on display and recommend them to you. Their stalls will be clean and well organized.

For a traveler alone, simple hand gestures provide a means of universal communication as to price and content of food. These same gestures then are used in appreciation of that simple fare with a hand over heart and a small bow, and expressed in the words of greeting and in thanks. The simple finger raised in one hand followed by a question mark of the other indicates a wish to buy only one of such items and the open palm with alternate back and forth motion indicates no, but expressed politely.

Bargaining: The choreography of bargaining within a culture can be complex. Typically the vendor will open with a high price and you respond with approximately 40% to 60% of the opening price while smiling and showing appreciation for the item for which you are bargaining. The vendor will then respond with a price of approximately 75% to 85% of the opening price and shake his or her head from side to side in a negative fashion. You will then meet him or her halfway with a shrug of your shoulders and a smile indicating that you have reached the highest price you are willing to pay for the item. In most cultures the final price of an item will be approximately 60% to 70% of the opening price by the vendor. It is important to note that in some cultures bargaining is expected to be serious while in others it is expected to be playful. Therefore, it is very important to watch how local customers negotiate before you attempt to bargain for an item.

The walk-away. The walk-away is the most powerful negotiation tool in existence. When you think the price is wrong, simply thank the person for their time, say good-bye, and start to walk away. About a third of the time the person will call after you and offer you the price you wanted in the first place. Another third will say “good-bye” as well and that will be that. The final third will say nothing at all. Don’t use the walk-away as a trick. Use it as straight forward information that tells the other party exactly what you are willing to pay.

Approaching a market with the mindset of a social space as opposed to a shopping space can be very rewarding for both parties. The primary focus of a vendor in a market is to have interaction with customers, get them to taste his food, or to exchange social pleasantries with them. A vendor wants you to smile when you walk into his stall, he wants to be able to talk to you about where you are from, and he wants to get your feedback on his wares. A cook wants to get you to taste his creations, a produce vendor wants to tell you about the best mango of the season. If you approach a market with positive social energy, the market will give you back what you came for, plus a lot more. But if you approach a market with negative transactional energy, the market will only give you what you came for. In the end, you will leave a market with a bag of food, and three or four conversations with people, including one recommendation for a great restaurant that no one else knows about, and a jar of jam that a vendor wanted you to try because he made it from the apricots of that year.