Tips to Negotiate at the Canton Fair

To negotiate at the Canton Fair, build relationships first, start with MOQ, ask for FOB, use silence (count to 5), frame offers with "If...then..." ("If we order more, can you give X% off?"), and focus on long-term value, not just price, using phrases like "What's your best price for a serious order?" or "How can we make this work for both of us?". Key tactics involve showing respect (two hands for cards), using WeChat for follow-ups, and leveraging multiple supplier quotes to gauge the market price.

Opening & Building Rapport

• "We're interested in a long-term partnership." (Focuses on guanxi - relationship).
• "Can you show me your most popular items?" (Shows interest in their best products).
• "What's the Minimum Order Quantity (MOQ) for this?" (Start here, not price).
• "What's your FOB price for 10,000 units?" (Shows trade knowledge).

Price & Value Negotiation

• "That's a bit higher than we expected. Can you do better?" (Gentle pushback).
• "If we increase the quantity to 20,000, could you offer a 5% discount?" ("If...Then..." principle).
• "Is this your best offer, or can you reduce the price if we commit today?" (Urgency + Best Offer).
• "We're looking for a strong partner. How can we work together to reach a mutually beneficial price?" (Collaborative approach).
• "We value quality and service. What makes your product worth this price compared to others?" (Negotiate value).

Closing & Follow-Up

• "We need a decision by tomorrow. Can we agree on X terms?" (Sets a deadline).
• "Let's connect on WeChat to discuss details." (Crucial for follow-up).
• "We'll take this under consideration and get back to you." (Polite way to signal moving on or further thought).

Cultural Tips for Success

• Present business cards with two hands (respect) and use your whole hand to point, not just a finger.
• Build guanxi (relationships); don't rush the deal.
• After a quote, pause and count to five (silence prompts offers).
• Get quotes from 3-5 suppliers to establish a market price range.
• Don't be afraid to walk away if the deal isn't right.