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NEGOTIATION PLAYBOOKS

Trade Show Follow-Up Playbook

• Post-Expo India, China Canton Fair, Arab Health — conversion scripts
• Effective Date: 2026-04-16
• www.allfrontierglobal.com
• CONFIDENTIAL — FOR PRINCIPAL USE ONLY
• Trade Show Follow-Up Playbook

Playbook Overview

• Post-Expo India, China Canton Fair, Arab Health — conversion scripts
• Context & Stakes
• Who uses this playbook and when
• Key decision points in this negotiation type
• What is typically at stake (margin, relationship, timeline)

Preparation Checklist

• Know your BATNA (Best Alternative to Negotiated Agreement)
• Research the counterparty — size, buying history, alternatives
• Set your anchor point, target, and walk-away
• Prepare your supporting data — price benchmarks, logistics costs

Opening Scripts

[Opening line 1] "We are pleased to receive your inquiry. Our standard terms are..."

[Opening line 2] "Based on our current capacity and your volume, we can offer..."

Response Scripts for Common Counter-Positions

• If buyer says "Too expensive" → "Our price includes [X, Y, Z]. Let us discuss volume-based pricing."
• If buyer demands LC when you prefer TT → "For first order, we require 30% advance + LC at sight..."
• If buyer insists on DDP → "We can offer DAP. For DDP we need 3% margin adjustment."

AJG Commission-Only Context

• AJG facilitates this negotiation as commission-only broker. Both principals represented. AJG earns only on successful transaction close. This aligns all parties toward completion.
• Document produced by All Frontier Global Nexus · Commission-Only · Unilateral · Bilateral · Trilateral · Multilateral
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