Back to Details

amz-supplier-negotiation-script

Compare original and translation side by side

🇺🇸

Original

English
🇨🇳

Translation

Chinese

Supplier Negotiation Script

供应商谈判脚本

Most sellers negotiate price only and leave 5-15 percent of margin on the table by not negotiating the rest. A real negotiation uses seven levers in sequence. this skill produces the scripts.
大多数卖家只谈判价格，而忽略其他条款，白白损失5%-15%的利润空间。真正的谈判需要按顺序运用七个杠杆。本技能可生成对应的谈判脚本。

When to use this

适用场景

  • First contact with a new supplier and you want the right opening.
  • Existing supplier and you want better terms on the next order.
  • Diversifying to a new origin and negotiating from scratch.
  • Volume jumping and the seller wants to capture the leverage.
  • 与新供应商首次接触，需要合适的开场谈判方案
  • 与现有供应商合作，希望为下一订单争取更优条款
  • 拓展新货源地，从零开始谈判合作
  • 订单量增长，想要借此发挥谈判优势

The framework. The Seven Levers

谈判框架：七大杠杆

Negotiate in this order. each lever is a separate ask, not all at once.
  1. Unit price. The obvious one. Anchor with a target based on benchmark research or competitor sourcing. Always ask for the best price, not a number you will accept.
  2. MOQ (minimum order quantity). Suppliers quote a high default. for a first order, request a smaller trial MOQ to test before commitment.
  3. Payment terms. The default is 30% deposit, 70% on shipment. Negotiate to a smaller deposit (10-20%) with the balance net 30, or a 30/60/10 split where the final 10% is held until quality is confirmed. LC and escrow are alternatives. Cash terms are a real cost.
  4. Lead time. Confirm production days, ask about expedite options, and pin down the actual ship date in writing.
  5. Packaging. Branded, custom box, polybag spec. negotiate inclusion in the unit price or as a separate cost. crucial for FBA prep compliance.
  6. Quality control. Pre-shipment inspection, AQL level, third-party inspection service, sample retention. negotiate who pays.
  7. Tariff sharing. For tariff-volatile categories, negotiate that price adjustments require evidence and a cap, not unilateral supplier price hikes.
按以下顺序逐一谈判，每个杠杆单独提出诉求，切勿一次性全部抛出。
  1. 单价：最直观的谈判项。基于基准调研或竞品采购价设定目标锚点，永远直接索要最优价格，而非你能接受的价格。
  2. MOQ（最小起订量）：供应商通常会报较高的默认起订量。对于首单，可请求较小的试单MOQ，在做出长期承诺前先测试产品。
  3. 付款条款：默认条款通常是30%预付款，70%发货前付清。可谈判降低预付款比例（10%-20%），余款见票后30天付清；或采用30/60/10的拆分方式，最后10%货款待质量确认后再支付。信用证和托管账户是替代方案，现款现货会产生实际成本。
  4. 交货周期：确认生产天数，询问加急选项，并以书面形式敲定实际发货日期。
  5. 包装：品牌定制盒、塑料袋规格等。谈判将包装费用包含在单价内或单独计价，这对FBA入库合规要求至关重要。
  6. QC（质量控制）：出货前检验、AQL标准、第三方质检服务、样品留存。谈判确定质检费用的承担方。
  7. 关税分担：针对关税波动较大的品类，谈判约定价格调整需提供依据并设置上限，避免供应商单方面提价。

Step by step

操作步骤

  1. Collect inputs. The product, current quote or expected starting numbers, the seller's target volume, the seller's leverage (volume, future orders, brand credibility).
  2. Set targets per lever. What is the ideal and what is the walk-away on each.
  3. Sequence the asks. Initial email focuses on price + MOQ. Round 2 covers payment terms and lead time. Round 3 covers packaging and QC. Tariff sharing appears late, when the relationship is warm.
  4. Write each email. Professional, brief, dollar-specific. Each ask is its own email or its own paragraph.
  5. Plan the concession ladder. Be willing to accept on lever 4-5 in exchange for lever 1-2. Never give all in one round.
  6. Document agreements. Email confirmation of every term agreed. spoken agreements with overseas suppliers do not stick.
  7. Run the quality check, then deliver.
  1. 收集信息：产品信息、当前报价或预期初始价格、卖家目标订单量、卖家的谈判筹码（订单量、未来合作意向、品牌可信度）。
  2. 设定各杠杆目标：为每个杠杆设定理想目标和底线价格/数量。
  3. 规划谈判顺序：初始邮件聚焦价格+MOQ；第二轮谈判覆盖付款条款和交货周期；第三轮谈判涉及包装和QC；关税分担条款在双方关系升温后再提出。
  4. 撰写邮件：措辞专业、简洁，金额明确。每个诉求单独成邮件或段落。
  5. 规划让步阶梯：愿意在第4-5个杠杆上做出让步，以换取第1-2个杠杆的目标达成。切勿在一轮谈判中做出全部让步。
  6. 记录协议内容：以邮件形式确认所有达成一致的条款。与海外供应商的口头协议不具备约束力。
  7. 执行质量检查，完成交易。

Output format

输出格式

undefined
undefined

Negotiation Plan. [supplier or product]

谈判计划：[供应商或产品名称]

Targets per lever

各杠杆目标

  1. Unit price: target [$], walk-away [$]
  2. MOQ: target [N], walk-away [N] ...
  1. 单价：目标[$]，底线[$]
  2. MOQ：目标[N]，底线[N] ...

Email sequence

邮件序列

Email 1 (price + MOQ): [template] Email 2 (payment + lead time): [template] Email 3 (packaging + QC): [template] Email 4 (tariff sharing, if relevant): [template]
邮件1（价格+MOQ）：[模板内容] 邮件2（付款条款+交货周期）：[模板内容] 邮件3（包装+QC）：[模板内容] 邮件4（关税分担，若适用）：[模板内容]

Concession ladder

让步阶梯

[what to give up on to get what]
undefined
[为达成目标可做出的让步内容]
undefined

Worked example

实操示例

A new supplier quoted 4.50 USD per unit, MOQ 3,000, 30/70 payment. Seller's target volume is 500 units initial sample then 5,000. Negotiation plan: email 1 anchors 3.80 USD per unit with a 500-unit sample MOQ, and frame the 5,000 volume as the future. Likely supplier counter: 4.10, MOQ 1,000. Seller accepts 4.10 but reasserts 500 sample MOQ. Email 2 negotiates payment terms (30% / 60% on shipment / 10% on arrival quality confirmed). Email 3 negotiates branded packaging included at the 4.10 price, AQL 2.5 with the seller's chosen inspection service. By the end, the seller has the price, MOQ flexibility, payment protection, and packaging compliance in place, not just a price discount.
某新供应商报价每单位4.50美元，MOQ为3000，付款条款为30/70。卖家目标首单试订500件，后续订单5000件。谈判计划：邮件1提出单价3.80美元、试订MOQ500件的诉求，并提及后续5000件的订单意向。供应商可能的还价：单价4.10美元，MOQ1000件。卖家接受4.10美元的单价，但坚持500件的试订MOQ。邮件2谈判付款条款（30%预付款/60%发货前付清/10%到货质量确认后支付）。邮件3谈判将品牌包装包含在4.10美元单价内，采用卖家指定的质检服务并执行AQL2.5标准。最终，卖家不仅拿到了价格折扣，还获得了MOQ灵活性、付款保障和包装合规性。

Quality check

质量核查

  • Targets and walk-aways are set for every lever, not just price.
  • The negotiation is sequenced over multiple emails, not one giant ask.
  • Concessions are planned in advance. you trade lever 4 for lever 1.
  • Every agreed term is documented in writing, not spoken.
  • Tariff-sharing language is in writing for tariff-volatile categories.
  • 为每个杠杆设定目标和底线，而非仅关注价格
  • 谈判分多轮邮件进行，而非一次性提出所有诉求
  • 提前规划让步策略，用第4个杠杆的让步换取第1个杠杆的目标
  • 所有达成一致的条款均以书面形式记录，而非口头约定
  • 针对关税波动品类，将关税分担条款以书面形式确定

Common mistakes

常见误区

  • Negotiating price only. Leaving MOQ, payment, and packaging unnegotiated.
  • One giant email. Asking for everything at once produces a flat 'no' or one small concession.
  • No walk-away. Without a real walk-away, the supplier knows you will accept.
  • Spoken agreements. Production for orders agreed by WeChat or call alone often diverges from what the seller thought was agreed.
  • 只谈价格：忽略MOQ、付款条款和包装等其他可谈判项
  • 一次性提出所有诉求：一封邮件索要所有优惠通常只会得到直接拒绝或微小让步
  • 未设定底线：没有明确的底线，供应商会知道你最终会接受任何条件
  • 口头协议：仅通过微信或电话达成的订单生产协议，往往与卖家预期不符

Built by Jay GPT Pro

由Jay GPT Pro开发

Part of Amazon Pro Skills. Production-grade skills for serious Amazon sellers. Free and open. Built by Jay Margaliot.
I share a new AI play for Amazon sellers every week, free, in my WhatsApp group. Join here: https://chat.whatsapp.com/ILX65p1yWcaIG3c9WGHpTY
隶属于Amazon Pro Skills系列，为专业亚马逊卖家打造的实用技能。免费开放，由Jay Margaliot开发。
我每周会在WhatsApp群组中分享新的亚马逊卖家AI实用技巧，免费加入：https://chat.whatsapp.com/ILX65p1yWcaIG3c9WGHpTY