1. Export Negotiation
At the end of this section , the student will be able to;
1. Discuss the value of negotiation in export
2. Identify the types of negotiation
3. Explain the steps in the negotiation process
4. Determine the role of culture and tradition in negotiating
deals
2. DEFINITION OF NEGOTIATION
•Cateora & Graham, 2004- Negotiation, like
pricing, is a complex and dynamic process.
It is influenced by a wide variety of external
factor often requiring a change of
perspective and selection of appropriate
strategies tacties.
3. •Robert Moran – a process in which two or
more parties come together discuss the
common and conflicting interest in order to
reach an agreement of mutual benefit
DEFINITION OF NEGOTIATION
4. NEGOTIATION vs SELLING
• Negotiation – takes place when the supplier need
to sell equal the buyer need to buy.
Selling – takes place when the selling company
need to sell ( its products or services ) significantly
exceed the buyers to buy.
5. TYPES OF NEGOTIATION
ONE on ONE Negotiation – This occurs when a buyer
meets a seller formally or informally to exchange
information.
Team Negotiation – This technique is used for most trade
negotiations. The team provides the additional inputs and
resources which will better establish the objectives and issues to
be addressed. During this process , one person is usually
designated as the chief spokesperson who function as the head or
the leader of the team, and is given the task of controlling the
action of the team member.
6. THE NEGOTIATION PROCESS
•You now have a basic understanding
negotiation. Once the negotiation is
underway, the parties go through a semple
process, which includes.
8. PLANNING STAGE
•The preparation stage involves finding out
all you can about your prospect prior to
meeting him/her. Hence, here is your
chance to develop goals and objectives,
strategies , and tactics well in advance of
the actual negotiation.
9. PLANNING POINT
• Set an objective for the sales meeting
• Learn about the needs of your prospective buyer, his/her products,
• price range, quality, terms of payment ,etc.
• Obtain necessary samples and specifications of he/she intends to buy.
• Prepare arguments to overcome possible objections.
• Never forget the immediate objective of answering the buyer’s needs and
• wants. Convince the prospect that your product is distinctly different
• from other products, as well as superior in comparison.
• Review your plan over and over again product
10. DISCUSSION STAGE
This is the meat of the negotiation process .it is at
this point that the negotiation process begins.
This phase involves definition of issues,
overcoming the buyer’s resistance , call , and
compromise.
11. CLOSING THE SALE
• At this stage, you can say that the mission is
completed. The best thing to do is wrap up the
meeting and leave. Many seasoned exporter in
the land would say, ‘’ Don’t wait anymore for the
buyer to have second thoughts’’.
12. FOLLOW-UP
• Once an order has been obtain, make sure that it
is confirmed upon your return to the office. Then,
deal with it quickly and efficient. The buyers
satisfaction with his/her order may mean more
order sooner than you thank, and may make the
buyer a regular costumer.
