Make Your Best Deal for Large-Quantity Orders

October 2008
by Brian Jud

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Make Your Best Deal for Large-Quantity Orders

by Brian Jud

Price, discount, quantity, and timing of delivery are not standardized for sales of books in large quantities to buyers beyond the bookstore world. You have to negotiate and agree on terms. Buyers want to get the best deal for their companies, of course, and these buyers may be skilled at getting the maximum concessions from their suppliers. You, on the other hand, want to sell the largest quantity of books at the highest possible price while paving the way for future orders.

Many negotiations go awry because each party makes incorrect assumptions about the other’s motivation, and then acts on those assumptions instead of exploring other options. To avoid that mistake, negotiate as if you are a crime-scene detective: ask questions to uncover the buyer’s ultimate objective and criteria for reaching it.

Six guidelines can help you do this.

Do not just discuss what your counterparts want; find out why they want certain things and why they do not want others. Let’s say, for example, that you are negotiating a large-quantity sale with a buyer for a company interested in using your book as a premium to increase its sales. You have agreed on a price that is satisfactory to both parties, but t…IBPA Members – Click here to view the full article (login required).

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