The negotiation steps of every customer negotiation. In general, does it happen always? No. Does it happen always in this sequence? No depends on the situation. But in general, these are steps.

And then depending on Is it a new customer or an existing customer? Is this a one off situation? Or is this a long term contract, you can go can skip one other step, or you can change the position where they are, but important to understand them all imposed on us and that this is a normal sequence. This is the normal sequence. It doesn't mean that you cannot go back and forth. For instance, if you are on the on the on the proposal, and something's at that point unveiled, probably you have to kick off again discussion.

What I wouldn't propose at all Is that you go, you are already on the bargaining and you come back again to the discussion because then it's a back and forth that is never ending story. So try to structure it. And of course, buyers will always drag you down and we will try to confuse you. But it's important that you take the lead of the discussion, and that you go through each step and that you are sure that you when you are on a certain step, you don't go back to the beginning again. Okay, so these are normally the five steps of the negotiation. And here, I explained what each of them involves.

Not necessarily, not again, it doesn't have to be through these order. This is the normal order. This is the normal order that For instance, if you ask me, I have existing customers with whom I don't go through all these I just go to one or two steps or three steps because I know them because I, we know each other. And we don't need to go through all this. But if I have a new contract, or if I have a new customer, then yes, be sure that I will cover all these. And I will try to stick to this order.

Okay, read them read what each of them means, because it's important for you to have this in mind. Because this will allow you to structure the way that you face the buyer. And one of the things that buyers appreciate even if even if they are challenging is that we are professionals that we show that we understand processes and systems that we are consistent, and that we have methods in place that we are not just the like the old school just grabbing a paper pausing off on the paper. That's it. That's over. Okay.

Take your time to read this if needed. Come back and see it again. If you want, write it down with your hands on the paper so that it will stick in your hearts and minds. This is very important.