Level 9 · Part 3
Fair dealing, firmness and walking away
Be honest and clear, hold your limits, and know when to say no.
Fair, transparent deals build repeat business. Tricks may win one sale but damage your name in a community where people talk.
- Tell the truth about quality, quantity and delivery. Do not hide faults and do not promise what you cannot do.
- Explain your price with your costs and what the buyer gets. A reason is stronger than a demand.
- Stay calm if the other side is pushy. You can say: 'I need time to think' and return with an answer.
- Trade, do not just give way. If you lower the price, ask for something in return, such as a larger or regular order or faster payment.
- Do not agree to terms you cannot keep. A broken promise costs more than a refused deal.
- Be ready to walk away politely when the deal is below your limit. Keeping the relationship open is better than a bad deal.
Warning signs
Be careful with a buyer who refuses to put anything in writing, changes terms at the last minute, asks for payment or fees from you before buying, or pressures you to decide at once. Talk to your group, a trusted adviser or the relevant authority before you commit.
Negotiating as a group
A group can offer larger, more regular volumes and a stronger voice. Agree among yourselves first on the price, quality and who speaks, and be fair to every member, including the smallest.
Exercise 9.3 · Practise the conversation
- With a friend or family member, role-play your deal from exercise 9.1 for five minutes, then swap roles.
- Practise saying: your price with reasons, a polite no, and 'I need time to think'.
- Write what was hardest and one sentence you will use next time.
Background reading for this part:
- Legal Guide on Contract Farming — UNIDROIT, FAO and IFAD, 2015