Part 1: Getting Ready for Negotiations
Phase 1: Preparing the negotiation
Defining a trading margin
Both parties try to get the most benefit, so it is important to define:
Starting position: reflects the most favorable position, in which all expectations are met.
Breaking position: is the minimum position, from which no more concessions can be made
and the negotiation is broken.
Minimum sales price
Minimum export order
Deadline to cancel the shipment
Payment method
Expected position: is an objective and realistic position that translates into what the
negotiator intends to obtain.
Export Platforms | Module 6: Making the Sale
20/11/2019
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