Skip to content
English
Contact us
  • There are no suggestions because the search field is empty.

Setting Negotiation Standards

Negotiation standards are recurring conditions and parameters that you define as a baseline for every negotiation. When you set them in User Instructions, the Zalion agent uses them automatically as defaults – you don’t need to enter them again for each negotiation.

What Are Negotiation Standards?

Standards are concrete target values and rules for recurring negotiation parameters. They define what the agent should aim for by default and where the boundaries lie. Typical standards relate to:

  • Payment terms (e.g., payment deadline, early payment discount)
  • Price reductions and discounts
  • Delivery terms and Incoterms
  • Warranty periods
  • Minimum order quantities or call-off agreements

⚠️ Note: Standards serve as a baseline. They can be overridden on a case-by-case basis when you specify different values for a specific negotiation.

Step-by-Step Guide

  1. Navigate to the agent dashboard and click the gear icon (“Agent Settings”).
  2. Select the “User Preferences” tab.
  3. In the “Additional Instructions” field, formulate your standards clearly and unambiguously.
  4. Use a separate line or paragraph for each standard so the agent can recognize each one individually.
  5. Click “Save Preferences”.

What Types of Standards Make Sense?

Define standards that apply to the majority of your negotiations. Very specific requirements that are only relevant to individual cases are better entered directly in the respective negotiation.

Concrete Examples

Payment Terms

Wording: “Negotiate for 60-day net payment terms by default. Accept 30 days only if an early payment discount of at least 2% is offered.”

This gives the agent a clear default (60 days net) and a condition under which it may deviate (30 days with 2% discount).

Minimum Discount

Wording: “Always request at least a 5% price reduction compared to the last offer in renegotiations.”

This ensures the agent aims for a price improvement in every renegotiation and does not accept less than 5%.

Delivery Terms

Wording: “Insist on DDP (Delivered Duty Paid) as the Incoterm. Only accept DAP if the supplier demonstrably cannot offer DDP delivery.”

This prioritizes DDP and defines DAP as the only acceptable alternative under specific conditions.

Warranty

Wording: “Request 24 months warranty by default. The minimum is 12 months.”

This sets the target (24 months) and the absolute floor (12 months).

💡 Tip: Combine multiple standards in the Additional Instructions. The agent considers all of them simultaneously and prioritizes based on the negotiation situation.

 

FAQ & Troubleshooting

What happens with conflicting standards? The agent tries to prioritize the more specific standard. It’s best to formulate standards so they complement rather than contradict each other.

How specific should I be? As specific as possible. “Negotiate good conditions” is too vague. “Request 60-day payment terms, minimum 45 days” gives the agent clear parameters.

Can I set standards for specific product categories? Yes. Describe which product category a standard applies to, e.g.: “For electronic components: minimum discount 8%. For consumables: minimum discount 3%.”