B2B

It is difficult to anticipate, in import/export, what your partner is prepared to give-up, so it’s sensible that you decided on your points which decide the direction for the B2B negotiations. You may encounter tons of stumble blocks initially in global sourcing for simple reasons like lack of knowledge, unwillingness to compromise etc.

Workshops on global sourcing emphasizing on import & export are similar to management development and personal Development workshops. Workshops deal not just with performance management, negotiation techniques as applicable to global sourcing in general or import/export specifically. The techniques applicable for global sourcing can be utilized to boost competitiveness, productivity and profitability in an import and export arena. Without a word, workshops help anyone practically gain and be able to identify opportunity areas for optimizing resources in global sourcing deals and particularly in import/export. Business to business negotiation is more of an art form than science unlike global sourcing and import & export.

-Steps to Global Sourcing Negotiations

Have the meeting agendas communicated to each other ahead of arriving at the B2B negotiation table to avoid breakdowns. The following steps may be used in any B2B or import and export negotiations.

1. Endear yourself to your party by showing your concerns for the cultural differences and exhibit your interest in their etiquettes before moving onto import/export and financial negotiations.

2. Introduce yourself as a global sourcing representative for your company and you are in the import and export business for xx number of years.

3. Ask whether it is alright to get straight to the point and where they would like to begin from, hint them to start the talk.

Be warned that many B2B and global sourcing negotiations have flopped due to trivial reasons despite experience in import and export.

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