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Home > France > Paris > Programs > Program Overview > Course Requirements > Course Description
International Negotiation
Ecole Supérieure du Commerce Extérieur (ESCE Paris)
Paris, France
| Subject Area(s) |
Level(s) |
Instruction in |
Credits |
Contact Hours |
Prerequisites |
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Commerce, Economics
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200
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English
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3
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39
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None
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Overview:
The overall objectives of this course are as follows:
- To analyse the specificities of every international project and the key issues in the negotiation
- To know the critical points of all types of international contracts perfectly (sales contacts, representation contracts, licensing contracts, complex contracts)
- To analyse a contract project, to identify the principal vulnerability points both from seller's point of view and from the buyer's point of view
- To develop an efficient negotiation scenario
- To conduct an international negotiation in its fourfold dimension: technical, commercial, financial, legal, taking into account the specific cultural context and to make a deal
- To use a professional toolbox dedicated to the international negotiator
- To develop a project for an international contract with a lawyer
- To analyze, (re)formulate and negotiate the critical clauses, technical, commercial, financial and legal of every international contract
- To construct an operational methodology for international negotiation
Teaching Methods:
Lectures and cases
Evaluation:
Continuous assessment and final examination
Bibliography:
D'AUZON Modèles de contrats en anglais, Editions d'organisation, 2002
Dominique BLANCO Négocier et rédiger un contrat international, Dunod, 2ème édition 1995
E. BOYE L'anglais des contrats internationaux, Litec Affaires Finances, 2ème édition 2001 Publications Chambre de commerce internationale
Course Plan:
PART 1: HOW TO PREPARE THE NEGOTIATION OF AN INTERNATIONAL CONTRACT
EFFICIENTLY
Introduction - The context of international negotiation
Chapter 1 - Objective of preparation
Chapter 2 - The tools' box to be mastered
Chapter 3 - The different stages of the negotiation
Chapter 4 - To propose a typical file for preparing the negotiation
Conclusion - Preparation of the negotiation
PART 2: INTERNATIONAL CONTRACT RULES
Chapter 1 - The applicable law
Chapter 2 - Formation of the contract
Chapter 3 - Risks of non-execution
Chapter 4 - Sanctions for non-execution
Chapter 5 - Contract termination
Chapter 6 - Treatment of disputes
Conclusion - International contract rules in brief
PART 3: INTERNAIONAL CONTRACTS - PANORAMA
Chapter 1 - Commercial-legal letters
Chapter 2 - Pre-contract agreements
Chapter 3 - International sales contracts
Chapter 4 - Representation contracts
Chapter 5 - Licensing contracts
Chapter 6 - Complex contracts
PART 4: FOCUS ON THE INTERNATIONAL SALES AND MERCHANDISE CONTRACTS
Chapter 1 - Commercial proposition
Chapter 2 - Main contract
Chapter 3 - Commercial clauses
Chapter 4 - Legal clauses
PART 5: GENERAL SALES EXPORT CONDITIONS
Chapter 1 - General sales export conditions and export documents
Chapter 2 - Utility of the general sales conditions for export
Chapter 3 - Content
Conclusion - Principal limits
PART 6: FOCUS ON THE INTERNATIONAL DISTRIBUTION CONTRACT
Chapter 1 - Principal characteristics
Chapter 2 - Legal environment
Chapter 3 - Main contract
Chapter 4 - Commercial clauses
Chapter 5 - Legal clauses
PART 7: FOCUS ON THE INTERNATIONAL REPRESENTATION CONTRACT (AGENT)
Chapter 1 - Principal characteristics
Chapter 2 - Legal environment
Chapter 3 - Main contract
Chapter 4 - Commercial clauses (Purpose of agreement, Distributor's obligations, Exporter's obligations)
Chapter 5 - Legal clauses
PART 8 - APPLICATION TO A REAL CASE
Chapter 1 - Preparation of the case
Chapter 2 - Preparation of the negotiation
Chapter 3 - Simulation of the negotiation
Chapter 4 - Debriefing and review of the principal concepts
European Credit Transfer and Accumulation System:
This course is worth 5 ECTS credits.
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