**This article was published in Global Corporate Xpansion. See the posting at GCXMag.com here**

CGI is a manufacturer of medical devices, selling into the Latin American (LATAM) region. The first country the company entered was Argentina. When negotiating the first sale of 10,000 units together with the training service, it seemed like a walk in the park to get the company to agree to the product features, price, delivery and distribution terms. However, the terms of payment opened a whole new phase in the talks. Much time was spent structuring and going back and forth. And if this wasn’t enough, 21 days into the transaction they asked to renegotiate the terms of payments.

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