Part 1: Getting Ready for Negotiations
Phase 2: Development of the negotiation
Discussion:
Everything that is granted must be
conditional. Nothing is for free.
The less concessions are made, the better.
Export Platforms | Module 6: Making the Sale
Management of concessions:
• Leave a margin of negotiation in line
with the country's business practices.
• Never accept the first proposal.
• Avoid being the first to make a
concession.
• Make small concessions, preferably at
the end of the negotiation.
• Try to keep the other party's
expectations low.
| 19