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  3. Negotiations work wonders. This is particularly so in international business

Negotiations work wonders. This is particularly so in international business

游客2024-05-05  16
问题     Negotiations work wonders. This is particularly so in international business since it is mostly through negotiations that exporters and importers bridge their differences and reach a fair and【B1】______ satisfactory deal.
    By presenting a more【B2】______ negotiating package in a well-planned and organized manner, exporters should be able to improve the effectiveness of their business discussions and in the long term the profitability of their export operations.
    To avoid being【B3】______ by costly demands, an exporter should try to【B4】______ the buyer’s real interest in the product from the【B5】______. This can be ascertained through appropriate questions but must also be based on research and other preparations before the negotiations. Only then can a suitable counter-proposal be presented.
    To achieve a【B6】______outcome from the negotiations, an exporter should draw up a plan of action beforehand, which【B7】______ a few key issues. Experienced negotiators consider that as much as 80% of their overall time devoted to negotiations should go to such preparations. The 【B8】______ work should be aimed at obtaining relevant information on the target market and the buyers of the product. It should also include developing counter-proposals if objections are raised on any of the exporter’s opening negotiating points.【B9】______
    In international marketing negotiations, it is advisable for small and medium-sized exporters not to limit their discussions to pricing issues.【B10】______. They should stress the strengths of their forms and products and match them with the perceived needs of the buyers.【B11】______ [br] 【B4】
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