A clear picture of Nairobi’s downtown area for anyone familiar is the scene of vehicle engines, crowded spaces and business vendors promoting their merchandise. This is inevitable on any day in Nairobi.

Whenever you’re in town shopping, brokers and sellers are quick to notice you. They typically hang around busy shops and will approach you in a friendly manner, asking about your needs and preferences.

They’ll then guide you to the shop and assist with the sale process, often after overcharging the item(s). This is how they earn their commission. It’s a thriving business, and often, customers leave the shop, heads low, saying ‘nimegongwa’.

This is a culture and its pulse beats every day. We have all been in a situation where we have felt overcharged for an item.

How do you avoid ‘kugongwa’ in the streets of Nairobi? Here are 5 essential tips.

1. Conduct thorough research

Your first defence against being overcharged for an item is research. In this event, ignorance is not bliss, it will leave you in a money pit.

For example, a customer visits a town looking for electrical equipment such as a TV along Nairobi’s Luthuli Street. Brokers will spot you even before you know it and high chances are they will make a killing out of you, if you had not done research on the product.

The best solution to this is to get an understanding of the price. Use online platforms such as Jumia, Jiji and Kilimall. Set a budget for the item you want to purchase.

You could also research the potential shops you will be visiting. Preferably select a shop surrounded by others selling a similar product. This gives you leverage as a customer, and the seller knows if they overcharge, you can buy from their neighbour.

Once you identify the item and the shop, the journey has only begun.

2. Quote low, but don’t offend

Here is where you put your negotiation skills to use. As the customer, inquire and let the seller explain everything about the product. Of course, they will use enticing words to lure more money from your pockets.

Don’t lose your attention. Listen keenly and perhaps you can get something they mention to turn the price and negotiate it to your favour. Afterwards, the seller will quote you a price. Oftentimes, it is not fixed.

The next stage is the negotiation dance floor. Your best option is to quote a price around your budget. Remember tip 1?

Don’t quote too low, as this may seem offensive. Make it a reasonable price to match the value of the product but make it known you don’t want to move with the seller’s ask.

3. Put emotions aside

Avoid instigating emotions. This is very important. As the customer, don’t make it seem as if a confrontation is likely to ensue.

Keep in mind that this is a conversation that you need to be cunning in. You’ll need clarity of thought here and can make counter offers with better ones.

4. Be ready to leave with nothing

Tip 1? Competition within the area for a similar product is stiff. You have options. If the seller doesn’t adjust to your favoured price, you still have the upper hand.

It is okay to walk away in the spirit of goodwill. This in itself is a negotiating skill. Just before you leave, they buckle up to swallow the amount you had preferred.

They may see it as a critical sale they may lose and may give in to your offer. Note that this will only work if you make a reasonable counteroffer and respectful negotiation.

5. Understand the language

This is also very key. A large percentage of sellers in Nairobi speak Swahili or Sheng’ to communicate. Language is very important to make rapport with the vendor.

For example, you should not turn up to Gikomba market speaking complex ‘twenged’ English. Prices will soar through the roof and we shall add you to the ‘nimegongwa’ statistic.

What happened? The seller perceived you as a high-value client and consequently overcharged you.