¿Cómo puede negociar con un comprador que se niega a pagar el valor justo de mercado por su cosecha?

understand the market. understand the power/advantage/added value of the current suppliers. Understand the demand of the consumer in its all aspects. draw the added value for your product in seasonality Price and Quality in comparison to the existing competition. Offer incentives for the first transaction.

Understand your own costs! Understand the demand&supply of the domestic and world market; Research reliable data sources and understand the fair market value for your crop (not an unrealistic price you wish for at some foreign port or commoditty exchange where you can't even offer your goods at); Understand the parity you are selling on, be it FCA/EXW silo or CPT port consider all the expenses each of those include. Use this information to be well informed and able to set a realistic price for your product; Build good relationships with potential buyers in advance/before selling. In these uncertain times stick to this to stay safe: 1/3 of the crop sold before the harvest, 1/3 sold during the harvest and just 1/3 left for the speculations.

For increasing my cahnces of getting a fair price. Before the Negotiation - I always research and understand the fair market value for my crop. This information keep me well informed to set a realistic price for my product. - I consider before others options, and try to figure out what if, customer doesn't accept my first price. It's neccessary too, understanding your own costs, your minimum acceptable price, and your options for selling to other buyers. - It is always helpful to build relationships with potential buyers before you need to negotiate with them.

Between 2 companies (B2B), there are aways 2 people. One needs to provide the overall best solution, and the other needs to find the best overall solution. Price is only one of the factors envolved in the negociation. So, in that case the others factors need to be "more highlighted". Know the market is a requirement, but knowing the "buyer" goals and objectives on his job will be your "extra mile". That will be the opportunity to help the buyer concluding his work with good result and perhaps even to excel at his position.

For increasing my chances of getting a fair price. During the Negotiation -It is always better to start with high price and then come down. This will give you more room to negotiate and will help you to get a better price for your crop. - If you are not able to get a fair price for your crop, be prepared to walk away from the negotiation. This will show the buyer that you are serious about getting a fair price and that you are not willing to accept a low offer. - Try to use objective criteria to support your price. This could include market data, industry standards, etc. - Once you have reached an agreement with the buyer, make sure to get everything in writing. This will protect you in case there is any dispute in the future.

Buyers are always interested in paying a fair price if you can meet their requirements. Say, if you come to a buyer for first time, he/she may be reluctant to set deal on the margins you are looking for. A buyer-seller relation in agriculture is not a one-time sell. If you can meet the buyer's buyer's requirements consistently, say provide good quality output, good packaging, traceability if it's an export, you will land at a long selling relationship and average out the margins in the long run. The path to profitability is a long one and often one good season in a year is all you need, be it some fruit product like mango or commodity like cumin. Adding continuous improvements in your offerings is the only way to gain higher margins.