When a piece of furniture is not on sale, the markup is around 80 percent. This steep markup often gives the customer room to negotiate, especially at small furniture retailers.
Generally, the people paying cash for their furniture have more "wiggle room" when it comes to getting a better price. Shopping at small, privately-owned furniture stores also gives some leeway when it comes to negotiating a better price because not all large furniture retail chains have the ability to negotiate, even if they wanted to.
Many furniture stores pay their employees a commission, which means they have to charge more for a piece of furniture to pay the employee who sold it. Shopping for furniture online may save the customer a substantial amount of money by cutting out the middleman.