T/T vs L/C Pros and Cons

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.

Cross-cultural negotiation differs. Americans are direct. Japanese are careful. Middle Eastern buyers prioritize relationships. Europeans focus on rules. Adjust your approach for each market.