Negotiating Terms of payment n Considerations The amount of payment and the need for protection Terms offered by competitors Practices in the industry Capacity for financing international transactions Relative strength of the parties involved Copyright 2001 by Harcourt, Inc. All rights reserved 11-11Copyright © 2001 by Harcourt, Inc. All rights reserved. 11-11 Negotiating Terms of Payment Considerations • The amount of payment and the need for protection • Terms offered by competitors • Practices in the industry • Capacity for financing international transactions • Relative strength of the parties involved