LIST OF DEMANDS FOR A NEGOTIATION

Defining a clear and comprehensive list of demands in advance is a crucial step in preparing for any negotiation.

The longer and more exhaustive this list is, the better. All topics should be included —without filtering at this stage— even if they seem small, obvious, neutral, or of limited interest. The objective is to capture everything that could potentially be discussed.

Commercial conditions are, of course, essential, but the list should also cover topics such as contractual terms, payment conditions, contract duration, shares, Incoterms, packaging, minimum order quantities (MOQs), investments, quality requirements, ongoing and upcoming projects, general cooperation, responsiveness and speed of answers, and any other relevant subjects. In short: everything that could matter.

Once the list is complete, the topics should be prioritized into three categories:

Must-Have (Non-Negotiable)

• Essential for reaching an agreement
• Deal-breakers if not met

Important (Negotiable)

• High value but flexible
• Can be exchanged for concessions

Nice-to-Have

• Low priority
• Can be used as bargaining chips

After prioritization, arguments should be prepared for each major demand. This includes estimating the value created if the demand is achieved and the cost or impact if it is not.

It is also important to anticipate potential counter-demands and identify what can be conceded or traded, preferably in exchange for higher-value items.

This structured preparation significantly increases clarity, confidence, and effectiveness during the negotiation process.