Mauro Libi: How to negotiate when you are not an expert trader

Trading in these complex times require extraordinary skills, especially if the partners belong to other cultures.

The trading rules are varied. At first it is important to understand that everything in the business world can be negotiated. Local businesses looking to expand into the international market should drive the negotiations always based on knowledge of the product to be exported and the market that is intended to penetrate.

Entrepreneurs proposed goals should be to expand, open up new markets, gain more customers. Today's market is a global economy. If you want to make more money, then you must learn how to trade across borders, think globally, and make the necessary adjustments to adapt your operations, to the demands of international markets.

Entrepreneurs seeking international objectives must execute a marketing plan that includes strategies to adapt to new consumer.

Also should set the pricing structure to each different market by considering aspects such as competition, objectives, demands, exchange rate, local laws, among others, to then decide the final price will place your bid.

International entrepreneurs determine the best distribution channels and maintain product quality. They should evaluate the market segment that gets its offer, which will guide the customer about what they are buying, what can you get, how much it will cost and who offers it.

The legal department is very important at this stage of expansion and should take into account the regulations that each country has to import, what trade agreements the country has signed, with whom and what kind, how commercial instruments work, and what advantages they offer companies looking to leave the borders.

Before starting any type of negotiation, what kind of trading is sought, one in which all parties feel satisfied with the achievements, or one where you win all or lose it all should be established.

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