Also, we’ve found that acting more like a partner, and helping them to come up with solutions to solve the problem seems to grease the wheels a bit as well. We’ve often tried to pitch the negotiation with terms like “Here’s a way that you can get better quality for your future orders as well, and attract bigger, better customers.” However, this solution only works when they are hungry for those better, bigger customers.

Danny

First, don’t give in. Stick to your position and demands and to the contract. If you’ve not given in on any other positions then you’ve got the high ground and you can keep pressing for the standard that you want/contracted for. There is almost always a way to get better.

The problems comes when you’ve agreed to some imprecise or overly broad tolerance levels or agreed to something else new after the contract was signed.

You must stick to your guns, but realize that, honestly, they probably can’t hit their sample standard (unless it was from a previous production run). Going from 80% to 90% is probably much easier than going from 90%-95%, so know this when you argue and don’t push so hard that you kill the order (they spit in your burger when you leave). And don’t ever tell them that ultimately you’ll give a little either.

Second, you have to know that this could take a long time. Factories know that you only have a few days with them. They know that your deadlines in the US (or wherever) will cost you money if you’re late. They know that they can wait you out and force you to accept lower standards because it will cost less than missed delivery dates.

So delay your flight a day and stay to get it done right. If you get what you want, stay another day anyway and confirm whats made really does meet the standard (or hire someone to do it for you).

Oh yea, pray a lot. Divine intervention can solve any problem!

“I wasn’t going to lie to this other guy (who was obviously lost as to what to do next)”

What to do next in this stage of negotiation?