Oh yea, you have to barter..it's expected. Only newb's pay the asking price :)
Most guys price them 50% higher than they will take. We used to carry a few cards with our name/ phone# on them. Write the offer on it and tell him to give you call when the show is over and he hasn't sold it yet. Sometimes they would call even before we left the building.
There is one guy (standard vendor at all the shows) that won't barter. Saw him at the fall show with his wife and she's pretty much running the table. He's sick and won't be doing the shows much longer and she's was telling him what to accept on offers becasue she wasn't loading them back into the truck HaHa...