The Art of Concession in Price Negotiation

Luck plays a bigger role than most admit. Being in the right industry at the right time, meeting the right buyer — there's luck. But luck favors the prepared. Knowledge, service, and reliability let you catch it.

Memorable unusual requests: a buyer demanding real-time video of production before every shipment, a client asking to share a container with his competitor, and an L/C with dozens of soft clauses. Every one taught me something.

One failure taught me more than ten successes. I shipped a container without confirming packaging details in writing. The buyer rejected it. I lost freight, duties, and the client. Every order now gets written packaging confirmation.