Market access

Negotiation and communication competence

We more or less consciously develop these competences on a daily basis, by talking, persuading, negotiating in the family, with neighbours, in everyday communication. In the case of a farmer interested in selling his produce, the aim is to negotiate the most favourable price for the goods sold, or the terms of delivery.

When selling a commodity, one should be equipped with knowledge of the real price level of the commodity being offered. As a rule, the expectations of the one offering to sell and the one willing to buy diverge. For the seller, the price is always too low, which is the sum of his inflated expectations, his desire to compensate for production failures, and the real market often presents a completely different price level. When developing negotiation and communication skills, it is important to define one’s own objective, or the limits of these negotiations, i.e. at what maximum price one wants to buy, or at what minimum price one wants to sell. The sales market is very dynamic and prices change sometimes even within a day – with defined targets it is easier to ‘catch’ the expected price.

Commercial negotiation can be learned. Anyone interested can take advantage of negotiation training offers, which are available, relatively inexpensive and professionally prepared.