How Art Collectors Can Negotiate Like Pros

Joel Fisher, (American, born 1947), Untitled, 1992, painted plaster with surface abrasions and incisions 3 7/8 x 2 3/4 x 3 in.
Gift offer from Dorothy and Herbert Vogel, in concert with The National Gallery of Art.

In today's Miami Herald, http://www.miamiherald.com/457/story/741913.html, there is an article titled "Generous Collectors Leaving a Legacy of Fine Art," by Lydia Martin. It tells how Herb, a postal worker, and Dorothy Vogel, a librarian, have collected an extensive art collection over the last forty-five years, which has until lately been stored in their one bedroom apartment in New York.

Their collection includes, John Chamberlain, Pat Steir, Richrd Tuttle, Christo, Sol LeWitt, Chuck Close, and Julian Schnabel. Now they have given over 1000 pieces to the National Gallery and are giving fifty art museums around the country, fifty artworks each, including the Miami Art Museum. They are being featured in a documentary called Herb and Dorothy directed by Megumi Sasaki at Art Basel, December 4-7. 2008 in Miami Beach.

What struck me, as a negotiator, was how they amassed this collection with somewhat limited funds. After reading this great article, I came up with a list of tips you could use to collect art like the Vogels:

1. Make art collecting fun and an adventure (this was their life-long obsession and they did their research.)

2. Look for new ideas in art (they found artists before they were known.)

3. Find new artists and then follow their careers for decades
(their first acquisition was John Chamberlain.)

4. Collect many works of the same artists (they understood the artists because of the depth of their collection.)

5. Buy small so you can fit it in your home or apartment (the National Gallery sent five moving trucks to take out the collection in the 1990's.)

6. Always haggle with the price and be creative (they bartered cat sitting for Christo in exchange for artwork.)

7. Ask for a payment plan or buy an early draft rather than the original.

8. Always come to the artist with an envelope with money (The Vogels offered cash to many artists when no one else was buying. Later these same artists gave them reduced prices and even gave them gifts since they were now friends.)

9. IF you don't see something you like in the front, ask what is in the back.

10. Go to art events and openings, whether they are in unknown neighborhoods, street corners, galleries, or big name museums (The Vogels were well-known in New York because they went to so many art events and happenings.)

Since I live in Miami Beach and go to Art Basel Miami every year, I can't wait to see the documentary, Herb and Dorothy.


Mary Greenwood, Mediator, Attorney and Author of
How To Negotiate LIke A Pro: 41 Rules for Resolving Disputes, Winner of six book awards
Best How To Book, DIY Festival
Runner Up, New York Book Festival, E-Book and Self-Help Category
Finalist ForeWord Magazine Book of the Year Awards
Finalist, Best National Book Awards, Self-Help Category
Honorable Mention, London Book Festival
How To Mediate Like A Pro: 42 Rules for Mediating Disputes
Winner of five book awards
Best National Book AWard, Law Category
Best E-Book, New York Book Festival
Best How To Book, Beach Book Festival
Best E-Book, Indie Excellence Awards
Spirit AWard, South Florida Writers Association
Email: howtonegotiate@aol.com
www.marygreenwood.com