Negotiating with a supplier

Negotiation is not only haggling over price. It is agreeing a way of working that suits both sides. A supplier who earns a little and respects you is better than one who loses on you and cuts corners.

What you negotiate

• Price: Against quantity, not by bare pressure.
• MOQ: Ask to lower it in return for a commitment to later orders or fewer colours.
• The sample: Ask for its cost to be deducted from the order.
• Payment: A smaller deposit and a second payment tied to inspection.
• Dates: With a reasonable late penalty if needed.

Simple principles

• Know your floor and your alternatives before you begin.
• Ask for the price to be explained line by line.
• Base your proposal on numbers and on a long term relationship.
• Respect time and custom, and be clear and courteous.
• After a call, write down everything you agreed in a confirmation message.

When to walk away

If the terms do not suit you or the supplier dodges questions, it is better to step away politely and move to the next. That is why you always keep a short list.

Exercise

Write a negotiation sheet for your product: what I want, what I accept, what I will not accept. Try reading it aloud as if you were talking to the supplier.