Do you need to negotiate with a new Chinese supplier? Are you having trouble finding someone who will give you the best price? Do you want to know how to drive a hard bargain without giving up too much of your business in the process?
When negotiating with Chinese suppliers, it’s essential for western-based businesses to adjust their style, remain firm while being polite, and know as much about the Chinese culture as possible.
Let’s walk through some strategies that have been proven to work on suppliers from China. These are tried and true methods that have helped eCommerce entrepreneurs create healthy profit margins, thanks to good deals that were negotiated with Chinese factories.
Negotiating with China vs. Negotiating in The West
When negotiating with a Chinese supplier, eCommerce entrepreneurs from Western countries need to adjust their style. For example, when asking for a price concession or trying to get the supplier to meet your needs on quality, it is essential not to come across as demanding in any way.
Remember that you are negotiating with someone who has an advantage over you because the factory has cheaper labor and less regulation. Therefore, it’s best if you can approach Chinese suppliers politely while acknowledging that this might be hard for both of you (but especially difficult for them).
You should always keep these points and questions in mind before opening negotiations:
- Suppliers will often tell buyers what they want instead of listening attentively to you.
- Asking too many questions may give away information about how interested you are.
- What can this supplier offer me that others cannot?
- Is my business or company a good fit for this supplier?
Western-based companies should look at many things before beginning negotiations with Chinese companies. We ay Guangzhou Agent will discuss knowing how to negotiate, who you are negotiating with, and some possible missteps in negotiation with Chinese Suppliers, as well as some additional tips to help you negotiate with businesses in China.
Know How to Negotiate with Chinese Suppliers
Chinese suppliers are very much used to negotiation and take the art of haggling as a sport. As a result, it’s not uncommon for Chinese buyers to walk away without buying anything or just buy something because they feel pressured into doing so - it doesn't matter if they liked what was in front of them or not.
What Do You Want to Get Out of the Negotiation?
Ask yourself: What do they want out of these negotiations? It would be helpful to know more about their needs and expectations before approaching them with my own. The seller wants me to buy their products, so it seems only fair that I should ask some clarifying questions first. After all, they have the advantage because they're taking less risk than you are.
Suppliers will often tell buyers what they want instead of having a clear conversation. Avoid asking too many questions as it may give away information about how interested your business is in a product or service, which could lead to the supplier raising prices. One of the keys to successful negotiations is knowing your own needs and expectations.
You mustn’t reveal too much about how interested or uninterested your business might be in a product because this can lead suppliers to raise prices without justification. It's also helpful for eCommerce entrepreneurs looking for success with Chinese suppliers to know more about their culture before approaching them on cultural differences related to negotiating.
This may provide an opportunity for one party to take advantage of the other, so understanding these things beforehand will help make sure everyone has equal footing when it comes time to negotiate. In addition, understanding what each side wants out of any given negotiation is key to having a healthy and mutually beneficial relationship in the future.