Part 1: Getting Ready for Negotiations
Phase 1: Preparing the negotiation
Defining the negotiation objectives
Objectives L: Most favorable objectives, if they are
eliminated, your company would not be damaged.
Optimistic position.
Objectives A: Remove less important objectives from the
previous list. Aim for these objectives, as the center of
negotiation.
Objectives H: Obligatory. They need to be achieved.
Minimum prices at which you are willing to sell.
Maximum time for payment.
Minimum purchase order.
Export Platforms | Module 6: Making the Sale
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