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Business Negotiation Services in Nigeria

Deal position planner · Nigeria

Know your walk-away before you are in the room.

Most deals in Nigeria are lost on preparation, not on charm. Set your target and the number you will genuinely leave over, estimate theirs, and this maps the zone where agreement is actually possible — with an opening figure, a concession ladder and what each move is worth.

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Your position

Changes how the annual value is worked out

The good outcome, not the dream

Past this you take your alternative

What they have asked for so far

A guess — but make it an honest one

Set to 1 for a one-off contract

Display only
Leverage — tick only what is true

Zone of possible agreement
—overlap
—
—Open here
—At stake per year
Enter your target and walk-away to map the zone.
Have us negotiate itAll trade tools

The three numbers that decide the outcome

Everything else is style. If you cannot state these before the meeting, you are not negotiating — you are reacting.

Your alternative

The real onepriced, not imagined
  • What happens if you simply do not agree?
  • Name the other supplier, buyer or site — and their actual price
  • An alternative you have not costed is not leverage
  • Improve it before the meeting, not during

Their alternative

The weak spotusually unexamined
  • Who else would take this volume, at what price?
  • What does holding the stock cost them per week?
  • Is there a deadline they are working to?
  • Most parties overestimate their own options

How to use the ladder

Concessions bought nothing if they were given away. Each rung below is a planned move with a matching ask — so every step toward them buys something back.

1

Open, do not counterThe first credible number shapes the whole range. Opening is not rudeness; opening without a reason is.

2

Trade, never concedeEvery movement on price is paired with payment terms, volume, exclusivity or delivery. Nothing moves for free.

3

Shrink the stepsConcessions should get smaller. A move as large as the last one says there is more behind it.

4

Stop at the walk-awayYou decided that number when you were calm. The room is not the place to revise it.

Questions this tool gets asked

What is a zone of possible agreement?
The overlap between the worst you would accept and the worst they would accept. If the two do not overlap, no amount of negotiation closes it — the deal has to change shape, or there is no deal.
What if there is no overlap?
Either one of the limits is wrong, or you should walk. Before walking, change what is being traded: payment terms, volume, delivery schedule, contract length, who carries freight. Overlap often appears on a second variable when the first one is stuck.
Is opening first really better?
When you have a view of the market, yes — the first credible number anchors the range. When you genuinely do not know what the thing is worth, let them open and buy yourself the information.
How accurate is my estimate of their limit?
Less accurate than you think, which is why it is an input you can move. Run the tool twice, pessimistically and optimistically, and plan for the narrower zone.
Does this hold in the Nigerian market?
The arithmetic is universal; the texture is local. Payment terms, foreign exchange timing and who carries demurrage are often worth more than the unit price here, and they are frequently where the room is.
A planning aid, not advice on any specific transaction. The outputs reflect the figures you enter, including your estimate of the other side’s limit.
Wigmore Trading

Or let someone who does this weekly sit in the room.

We negotiate supply, distribution and logistics terms across Nigeria every week, and we know what the other side’s costs usually look like. Send us the deal and we will tell you where the room is.

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