Selecting the right Incoterm will allow you to get the most from your contract of sale during negotiations. Many factors influence the Incoterm selection, but your own commercial practices, type of goods and country of export will dictate whether:
- The seller should refrain from undertaking additional obligation.
- The seller is prepared to do more than to make the goods available at the seller’s premises.
- The buyer’s bargaining position allows them to require the seller to undertake additional obligations.
- The seller is able to undertake additional obligations, and, in particular, to quote a more competitive price by extending his or her obligations.
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