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Section C
Compound dictation
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 (36) ______ satisfactory deal.
By presenting a more (37) ______ 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 (38) ______ by costly demands, an exporter should try to (39) ______ the buyer's real interest in the product from the (40) ______ . 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 (41) ______ outcome from the negotiations, an exporter should draw up a plan of action beforehand, which (42) ______ 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 (43) ______ 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. (44) _______________________________________________________________________ .
In international marketing negotiations, it is advisable for small and medium-sized exporters not to limit their discussions to pricing issues. (45) _______________________________________________________________________ . They should stress the strengths of their forms and products and match them with the perceived needs of the buyers. (46) ______________________________________________________________________ .
