When negotiating, focus on the Total Cost of Ownership (TCO). While the unit price is important, ask for tiered pricing based on volume (e.g., 500, 1000, and 5000 units). For initial market testing, negotiate a lower MOQ for a trial order by offering to pay a slightly higher unit price, which can be credited back toward your first full-scale bulk order. Always clarify if the quoted price is FOB (Free On Board), which is standard for electronics, to ensure you have control over the shipping costs and insurance.