Overview

Many Amazon sellers who source products from overseas factories accept the first price they are offered, leaving profit potential on the table. By applying a single, psychology‑based negotiation move before the purchase order is signed, sellers can often secure a lower unit cost without damaging the supplier relationship. The result is tighter margins, more pricing leeway for future orders, and a stronger negotiating position overall.

Key Points

• Set an early low anchor — Introducing a price expectation that sits 5‑10 % below the supplier’s opening quote forces the seller to negotiate within a narrower, more favorable range.
• Tie the anchor to a volume promise — Offering a commitment to a larger order in the next quarter gives the supplier a tangible incentive to meet the reduced price.
• Show a tiered price‑break table — Presenting structured pricing (e.g., $9.50 for 1,000 units, $9.00 for 2,500 units) makes the lower figure appear realistic and mutually beneficial.
• Impose a short response window — A 48‑hour deadline creates urgency, reducing the likelihood of drawn‑out back‑and‑forth.
• Confirm in writing — Sending a concise summary of the agreed terms prevents misunderstandings and creates a reference point for future negotiations.

How the Anchoring Tactic Works

1. Choose a realistic low anchor — Before contacting the supplier, decide on a target price that undercuts the initial quote by roughly 5‑10 %. For instance, if the factory lists a product at $10.00 per unit, prepare to open the conversation with $9.00.
2. Reference a comparable offer — Cite a recent quote from another manufacturer or a competitor’s price to give the anchor credibility. Example phrasing: “We received a $9.00 quote from a different factory for identical specifications, and we’d prefer to keep the business with you.”
3. Link the anchor to future volume — Explain that accepting the lower price now unlocks a bigger order later. Sample line: “If we can lock in $9.00 for the first 1,000 units, we’re ready to place a 2,500‑unit order next quarter at the same rate.”