Negotiating with exporter

• Contents

Negotiations are the key drivers of international trade. They are everywhere and, if an importer wants to be successful, it is crucial that he knows how to negotiate. In this sense, within any type of negotiation, preparation is crucial. Therefore, in this article we are going to give you tips that you, the importer, can apply when negotiating with an exporter.

Negotiations are the key drivers of international trade. They are everywhere and, if an importer wants to be successful, it is crucial that he knows how to negotiate. In this sense, within any type of negotiation, preparation is crucial. Therefore, in this article we are going to give you tips that you, the importer, can apply when negotiating with an exporter.

1. Know where you want to go: set your goal.

The chances of you being able to close a good trade without knowing why you are trading are extremely low. After all, it is much easier for an exporter to manipulate and influence his customer to buy on the term he wants, when that buyer doesn't know or understand exactly what he wants. It does not matter what your goal is, whether it's getting the lowest price or just establishing a connection that can evolve into a business relationship, the important thing is to clearly define it!

2. Know your position and limits.

Learning to recognize your reality is very important, as you are able to delineate your limits (price, cost, term and other conditions) and understand your position in the international market (beginner, experienced, small importer, etc.). When negotiating, it is important that you have this whole picture in mind to know how to take the negotiation in your favor, always respecting your weaknesses and thinking of ways to increase your qualities and expertise. And, of course, this is information that should not be shared with the other trader, it should be used to chart your strategy!

3. Understand the position of exporters.

Now that you know and understand your reality, it is interesting that you try to unravel the other side of the negotiation. Putting yourself in the shoes of exporters can help you understand their position, their trends, limits, and advantages. So, do some research before starting to trade, so you can build a better tactic.

4. Be prepared for multiple scenarios and have a plan B.

Before embarking on a negotiation, prepare different scenarios and prepare yourself to face difficulties that may arise. Remember that being in the exporter's hands during the negotiation is not a good strategy, so it is necessary to already have in mind several options of ways to close the agreement that best favors you. Also, having a plan B will help you be more confident when it comes to trading, as you will significantly decrease your chances of being caught by surprise.

5. Define a strategy.

Now that you've prepared yourself and understood your position, it's time to actually assemble your strategy. There are thousands of strategies to follow, but before asking the supplier for deep discounts and guarantees, think about which one is best for your business. In other words, there is no “one” strategy, but your best strategy. Furthermore, have a planned exit strategy, because more important than knowing your way around the negotiation is knowing when to withdraw it: showing despair and anxiety can send the wrong message about you and your company.

6. Don't be driven by emotion, but by reason.

Getting carried away by emotion during a trade brings greater risks. Sometimes, an exporter very close to you may not be the best choice for your business, so, beyond affective and sentimental relationships, it is necessary to use reason when negotiating. Not to mention that it is of great help when preparing for the negotiation. Being rational will help you put the various favors into perspective and, consequently, close the best deal.

7. Behavioral tips:

I. Pay attention to your body posture: Very aggressive postures are hardly accepted and convincing. As much as possible, avoid showing nervousness and agitation, as this will make you an easy target for the exporter to manipulate. Show yourself safe and confident, as a person who knows what he wants and where he is going.

II. Pay attention to the words: Don't talk more than you should, this means delivering cards from your game to the other side, which can prevent you from closing the most advantageous deal. Furthermore, be formal and do not use bad language.

We hope these tips have been useful to you when negotiating with the exporter. Remember to do a lot of research on the supplier before closing the deal and always keep in mind what is best for your company.

8. Import!

Now that you know what to do, it's time to practice it! Register your company on B2Brazil for free and find companies that sells the products you need! We have more than 200,000 companies currently registered in your platform.

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