The Art of Concession in Price Negotiation

Concessions should follow a pattern. First: max 5%. Second: 3%. Third: 2%. Each reduction needs a justification — adjusted specs, reduced packaging, higher MOQ. Never let the buyer feel your initial quote was inflated.

Exclusive distribution agreements need care. Territory must be precise. Start with a one-year trial. Set realistic sales targets with automatic termination if unmet. Define exclusivity scope clearly.