What key factors determine how strong my negotiating position is?
Your position will be improved if the customer wants to continue doing business with you in the future, either because you have built a good relationship over time or because it will be difficult, expensive or disruptive for them to find an alternative supplier.Your negotiating position will also be stronger if you have ensured that the transaction was covered by clear terms and conditions. If you supply goods (as opposed to services), these might include a 'retention of title' clause ensuring that you retain ownership of the goods until full payment has been received.
It may also help your position if the customer wants to avoid the publicity of legal action being taken against them. County Court judgments and winding up (or bankruptcy) petitions will appear on credit agency reports and may affect their ability to obtain future credit.
