{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"The Plastic Resin Buyer Brief","title":"Buyer vs. Seller: Live Resin Negotiation — The $288K Call","html":"","width":"100%","height":180,"duration":3205,"description":"What does the rep on the other side of your resin call actually know? Today you find out — because you get to hear both sides.\nWe ran a live negotiation with 72 buyers watching simultaneously. Tyler Wheeler played the buyer. Michael Workman played the distributor rep. One fictional injection molder (Vandelay Plastics, yes — Seinfeld fans, you're welcome), real market structure, real numbers.\nTHE FORMAT\n\nThey negotiate. Then stop. One of them puts on headphones — the \"cone of silence\" — while the other turns to the audience and reveals exactly what they're thinking: their number, their floor, what they'd concede if pushed, what they were hoping the other side wouldn't ask. Then they pick the call back up.\n\nBy the end: Tyler got PGP + 9 cents on 9 million pounds of polypropylene. He moved the ABS business from a competing supplier. He locked in a volume rebate structure. He extended payment terms to net 45. Total outcome: $288,000.\n\nHis goal was $300,000. Close enough.\n\nTHE FIVE BUYER MOVES\nKnow your number before you hear theirs\nAsk questions instead of making demands\nPut something cheap on the table that costs you nothing and means something to them\nFind where the rep has flexibility they're not showing you\nNever say no — just keep asking (Michael's addition from the seller's side: \"Frustratingly, you never told me no. Not once.\")\nTHE THING TYLER GAVE AWAY\n\nTyler had the polypropylene locked down. He knew his number before Michael said a word — and Michael couldn't move him because there was nothing to argue with.\n\nThe nylon? Different story.\n\n\"If I just ask what's the best you can do, whatever you gave me, I was gonna take. Because I didn't have a good benchmark or anything to fight back with.\"\n\nHe gave away a 6-cent gap on a line item he didn't prepare for. Michael had that locked in for 18 months before the call ended.\n\n\"You can't negotiate your way out of not knowing.\"\n\nWHERE THE NUMBER CAME FROM\n\nSomeone asked on the live call: \"Where did the PGP + 8 target...","thumbnail_url":"https://img.transistorcdn.com/9sQKF90z4mZMcXCjKzZYFM5EfH2MoBWVj1RDIOBqoTM/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS82NDZm/ZDZjZDg5MWQwNTVm/NWFiYjczODZhMTYw/NGVjNS5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}