Negotiation is about the whole deal, not just price
A price cut that arrives with a quality cut is not a win. The negotiation that matters covers the whole deal: price, MOQ, lead time, payment terms, defect responsibility, and packaging.
What to negotiate
- Unit price — with transparent line items, so nothing hides later
- MOQ — try a trial quantity for the first order
- Lead time — and what happens when it slips
- Payment terms — see payment terms explained
- Defect responsibility — agree the acceptable quality level and the remedy in writing
Common mistakes
- Negotiating only price and paying for it in every other line
- Accepting verbal promises instead of written order terms
- Changing specifications after the price was agreed
- Switching suppliers over a small price difference, losing all the verified quality work
The best negotiators make the deal bigger, not the price lower — better terms, better risk allocation, and a supplier who wants the repeat order.
See also: How to source products from China and Evaluate.