Negotiating with Chinese Suppliers – Do’s and Don’ts

Negotiating with Chinese suppliers is more than just getting a better price. It’s about building mutual trust, saving time, and getting the best value without hurting the relationship.

 

Do: Start with Respect
Always open conversations politely. Greetings like “Hello, my friend” or “Nice to connect with you” are common and appreciated. Respect and tone matter a lot in Chinese business culture — even in casual chats.

 

Don’t: Lead with Price Haggling
Jumping straight into price negotiation can make you seem disrespectful or desperate. Instead, ask about materials, MOQ (minimum order quantity), production time, and shipping methods. Then negotiate based on the full picture.

 

Do: Bundle Your Requests
Rather than just lowering the unit price, ask for extras that benefit you long-term:

• Free or upgraded packaging
• Small free samples
• Faster lead time
• Lower MOQs for your first order

This shows you understand value beyond just price — and helps you build a better deal overall.

 

Don’t: Be Too Aggressive or Disappear
Avoid threats or aggressive tactics. Suppliers may stop responding or delay your quotes. Also, ghosting after receiving a quote is seen as rude. Even if you’re not ready, a simple “Thank you, we’re comparing options” goes a long way.

 

Do: Confirm Final Terms in Writing
Once you reach an agreement, restate everything clearly — in an email, PDF, or even a WeChat message:

• Price per unit
• Total quantity
• Packaging style
• Shipping method
• Payment terms
• Delivery timeline

This ensures there’s no confusion and protects you in case of issues.

 

Don’t: Forget Time Zones and Holidays
Suppliers may not respond during Chinese national holidays (especially Chinese New Year or Golden Week). Plan ahead, and expect delays in January–February.

 

Need Help Negotiating or Translating?
China Linkup helps Caribbean entrepreneurs communicate with suppliers in Mandarin, verify contracts, and avoid common negotiation mistakes.