FROM A TO ZINKIE: Trade tips, part 2—Negotiation tactics

After detailing how to initiate trade talks in last week’s column, I will now get into the specifics of how to handle the back-and-forth that typically occurs during negotiations. In all trade talks, one of a few common scenarios will take place.

Scenario One: The initial offer is accepted.

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  For more information about the terms used in this article, see our Glossary Primer.