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January 19, 2021 33 min

Episode 56

If you are at the stage of your e-commerce business where you want to talk with suppliers, this episode is for you. Today, Ken and I will drop a lot of golden nuggets you can pick up to turn into a pro negotiator. Based on our experience, negotiations don’t have to be purely business-related. After all, you’re still talking with people who are only living within a different culture and working with their own set of goals. 

Let’s dive right in and learn how to negotiate with suppliers like a pro!!

[00:01 - 02:33] Opening Segment

  • We introduce our topic for today
  • Watch out for a book review!
  • [02:34 - 09:45] Don’t Split the Difference...Ever

  • Here’s an e-commerce tip you can apply to your everyday life!
  • Let the people you’re negotiating with pick their destiny
  • How will suppliers respect you?
  • Ken explains
  • Ask the supplier’s preferred mode of communication
  • Faster and better responses
  • Why ask the supplier of the minimum order quantity?
  • When should you accept the first offer? 
  • [09:46 - 19:51] Ensure Quality of Products 

  • Always ask for tiered pricing related to volume orders
  • Gather quotes from several suppliers
  • David shares the benefits 
  • Why you should ask for a shorter lead time
  • David tells us to look for areas of mutual gain 
  • Want some Amazon refunds? Check out Getida
  • Promo code: FTM400
  • Ensure the quality of the products 
  • Ken explains how 
  • Build an authentic connection with the other side 
  • [19:52 - 29:57] Be Respectful and Kind

  • Ken talks about the power of negotiation and leverage
  • David gives his insights about tactical empathy 
  • Here’s a tip from Ken about ghosting you don’t want to miss!
  • Amplify positive emotions with your suppliers
  • People appreciate the little things
  • When should you ask for a discount or extra units? 
  • Treat suppliers with respect and kindness 
  • What are “black swans” and why should you look out for them? 
  • [29:58 - 32:35] Closing Segment 

  • Express your desire for a long-term business relationship
  • Do you have negotiation tips you want to add? 
  • Get in touch with us! Link below. 
  • Final words

    Tweetable Quotes:

    “Price negotiation should be treated like a house purchase. Never accept the first offer put on the table.” - David Schomer

    “Relationships are crucial…At the end of the day, [your suppliers] are people.” - Ken Wilson 

    Resources Mentioned:

  • Book: Never Split the Difference
  • Worst Experience Dealing with a Supplier - Firing The Man Podcast
  • Got a negotiation tip you want to share with us? Go to 





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