Business partner Negotiator has an overall picture of the opponent Credit reference Background information ■ Business range Annual sales volume Major customers Business culture by writing to the references provided by the counterpart by employing a consulting firmBusiness Partner ◼ Credit reference ◼ Background information ◼ Business range ◼ Annual sales volume ◼ Major customers ◼ Business culture ◼ ----by writing to the references provided by the counterpart ◼ ----by employing a consulting firm Negotiator has an overall picture of the opponent