I've only done train shows as a buyer. I can imagine that being a seller and dealing with some of the buyers could be trying. I always try to be polite.
Back in the 80s, when I started collecting postwar, prices were still climbing, and there was no Ebay. You had a Greenberg price guide and tried not to be obvious about using it. As a newbie, there was a lot of risk in buying expensive items, everyone was looking for rare variations, and fakes were starting to come on the market. That's when the TCA and York were important for honest dealing. Often in a hurry to buy something before it disappeared, I didn't take enough time to look it over. Ironically, that is where Ebay is an improvement. The sellers post a lot of pictures and you can actually get a better idea of the condition than you would examining a piece in a crowded show.
Since coming back to the hobby and switching to tinplate, I am in no rush to buy. If I go to a train show, its to soak up the atmosphere, learn something about tinplate, and buy parts or a few inexpensive pieces specifically for my small layout. I'm enjoying restoring the old stuff, and no longer really think of myself as a collector. Ebay alone has turned train shows from a sellers market to a buyers market.
For parts, I don't negotiate- does anyone? For trains, I prefer the smaller, non-regular dealers who have a lot of variety. They are usually trying to thin out their collection and have the best prices. If I pick up a piece to look at it, more often than not the seller lowers the price without asking. I always have a list and some general idea of what I will pay. If it's an essential piece, I will get it if the price is fair. If it is a wish list piece, I'll haggle more and usually pass. By the time I'm ready to leave, I'll know if I really want it.
Still, I probably make at least one purchase of a piece I didn't even know I wanted. That is the fun of a train show.
