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Negotiating Partnerships: Increase profits and reduce risks by Iwar Unt, Keld Jensen

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The importance of taking the initiative

Depending on who takes the initiative, even the same negotiation can have different results. A customer has requested an offer with a view to rationalizing his production. Prior to the negotiations, the supplier has presented an offer, which contains the following prerequisites.

  • In accordance with your specification we deliver a completely installed machine at a total price of $4,250,000.

  • The machine is rated for two-shift work and has a production capacity of maximum 10,000 units per hour.

  • Payment conditions: 30 per cent when the machine is produced, 60 per cent after approved installation and use and 10 per cent after the warranty period expires. Fixed time of credit 30 days.

  • Delivery time: 10 months from ...

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