Bagus Taufan Septianto, Ivan Fadilah, HM Thamrin, Lies Lesmini


This study aims to analyze the effect of bargaining position and level of trader’s understanding within international trade for providing value-added of the goods. The bargaining power in the process of trade negotiation is a key for optimizing the trader’s ability to make more efficient goods delivery. The bargaining power could be  found in a trader who particularly has a good level of understanding the term of the trade and the world market analysis. This research was conducted using qualitative method with descriptive analysis. Data collection was carried out by conducting in-depth interview with a semi-structured interview of the  experienced source in the scope of international trade. The data analysis technique was an approach developed by Miles and Huberman which includes data reduction, data separation and others after finishing data collection. The data were stated in a pattern or theme. The result of this study shows that good trader’s understanding level could be a bargaining power  to affect the negotiation process in achieving more efficient and profitable level of shipping goods.


Bargaining Position, CIF and FOB, Shipping Efficiency, Incoterm 2020

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