Signalling Flexibility, There may be some room to discuss the price at that volume, Let me see what I can do on the rate for a longer-term commitment, I wouldn't rule out a preferential rate - it depends on the total picture, That's something we could potentially look at once the trial is complete, Holding a Position, That's our best price at that volume I'm afraid, I understand you're looking for more flexibility, but at this dosage rate our cost-in-use is already lower than the alternative, We've already factored in a competitive rate - going lower would affect the formulation quality, Conditional Offers, If you can commit to 500 kg per month, we can bring the price down to $X per kg, If the trial results are positive and you move to full production volumes, we can agree a preferential rate at that stage, We could offer exclusivity within your market segment if the volume justifies it, If you're willing to move on payment terms, there's more flexibility on the price, Responding to Counteroffers, I hear you on the per-kg price - but let me show you the cost-in-use calculation. The total picture is different, That's lower than we can go at this stage, but let's agree on the trial first and revisit price once we know the volumes, We're not far apart - I think we can find something that works once the trial is complete, Let me check with my commercial team and come back to you - I don't want to promise something I can't honour, Closing or deferring, Shall we agree on a trial quantity today and take it from there?, Let me put a formal proposal together - trial conditions, pricing and technical support - and send it to you next week, Can we agree in principle on the trial today and finalise the supply terms after you've seen the results?, I'd rather come back with a complete commercial offer than give you a number now that I might have to revise.

Negotiating

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