1. The Importance of Contract Management in Foreign Trade

• Risk Management : To clearly define the rights and obligations of international trade rates and to prevent possible legal and commercial risks.
• Legal Compliance : Preparation of documents appropriate for a variety of trades and contracts.
• Strengthening Trade Relations : Contract Professionals are the basis for a reliable business partnership.

2.Contract Elements to be Considered in Management

• Determination of the Parties : Detailed information and roles of both parties should be specified in the contract.
• Commercial Terms :
  • distribution conditions (use of INCOTERMS).
  • Payment terms (cash, letter of credit, installment payment, etc.).
  • Quality and characteristics of goods.
• Delivery Times : Delivery times of products and sanctions in case of delay.
• Contract Term and Termination : The start and end dates of the contract and the terms of termination.
• Applicable Law and Competent Courts : In case of dispute, determining which country's laws will apply and the competent courts.
• Compensation and Penalty Conditions : Penal sanctions and compensations in case of performance of the contract.

3.Negotiation Techniques

• Presidential Chamber :
  • Revealing the cultural, commercial and legal characteristics of the other party.
  • Determining alternative solutions and red lines for issues to be negotiated.
• Communication Skills :
  • Active listening and open communication.
  • Can manage the other party's concerns and exhibits a solution-oriented approach.
• Marketing Strategies :
  • Win-Win Approach : To provide an agreement that benefits both parties.
  • Offering Comparative Advantage : Building trust with objective data supporting your proposition.
  • Flexibility : Ensuring the progress of the process by offering alternatives when necessary.

4.Contract Measurements in Preparation

• Draft creation : The first should be prepared in a way that is open to negotiations between the parties.
• Legal Review : The draft should be examined by an expert in terms of national and international trade relations.
• Revision and Approval : The final signature targets that will decide on the parties' proposals must be passed.

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