• Learn about their way of doing business
• Be PATIENT!
• Prepare -- don't shoot from the hip
• Expect a long negotiation
• Don't be too straightforward and eager to work
• Socialize and observe their etiquette
• Try the win-win approach first
• Be prepared to be tough if necessary
• Don't be hung up on the schedule
• Make time work for you, not against you
• Take a long term view of the business at hand
• Be flexible
• Look for the best deal for both parties

[ Up ] [ A Good Commission Plan Includes These 4 Elements ] [ Agents, Distributors And Joint Ventures ] [ Checklist For Agent/Distributor Agreements ] [ Common Complaints About U.S. Exporters ] [ Finding Representatives Through The Commercial Service ] [ Firing Distributors ] [ How Americans Negotiate And Why ] [ Improving Foreign Distributor Performance ] [ Know Your Customer Guidance ] [ Lead Sources for Overseas Distributors ] [ Package 39 ] [ Prospective Business Partner Questionnaire ] [ Recruiting Representatives ] [ Sample International Contact Program Report ] [ Sample Prospectus Or Fact Sheet ] [ Sources of Credit Information ] [ The Best Negotiation Strategy Overseas ] [ Warning - Check Out Foreign Reps and Distributors ] [ What A Representative Prospect Wants From You ] [ What An Agent Looks For In A New Line ] [ What You Want From A Representative ]

Date Updated: June 11, 2010