Trade in Services

An Answer Book for Small and Medium-Sized Exporters

image of Trade in Services

Services have played an important role in world trade for centuries. However, in the past 40 years, the focus of the services trade has shifted away from facilitating the trade in goods to trading in the services themselves. Dramatic changes in communications and transportation technologies have made this possible. While exporters of goods and services face similar challenges, services exporters have to deal with unique issues, many related to their intangible nature. This guide addresses these issues and offers practical and relevant advice to small and medium-sized enterprises to help them improve their export performance or enter new markets.

English Spanish, French


How do I negotiate a price for my service?

Exporters too often limit discussions during negotiations to pricing issues. Although pricing is a key factor in any business transaction, a number of other questions need to be clarified before any business proposal can be considered. New exporters tend to compromise on price at the beginning of the discussions, thereby putting themselves in a position of being unable to take advantage of their negotiating strengths. Negotiations on price should be postponed until other aspects of the transaction have been agreed.

English French, Spanish

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