The subject matter of the question of the negotiation induces to several reflection and to extraction of general conclusions from the process of negotiating trade contracts.
You should so accept generally, that the negotiations this sequence of push (offers and concessions) of two sides in the aim of the achievement of the common position in the situation exits of businesses. They consist in mutual convincing themselves to the modification of initial offers in such way so that both sides get possibly large advantages. The definition underlining advantage only one  is inappropriate: „the negotiations this the specific way of use of his strength, time and possibility in the aim of utilization of different to own realizes to dream”.
Estimating course and the result of the negotiation in companies Company A and Company B, you should consider not only material matters (price), but also of the advantage, honesty, the durability of results, usefulness social  and the efficiency of the leadership. This influences all the good of relations between negotiating sides. This wider way of looking treats to every type of the negotiation, with trade inclusive.

The theoretical analysis investigative showed the weight of the acquaintance of the theory of the negotiation. The acquaintance of this question  lets effectively build success and the competitive superiority of companies in the organizational practice. Conclusions are so such:

- in every work, and first of all in the tradesman work, if the representative of the section of sale and marketing, negotiating with strategic partners important is skilful,
- the skill contributes negotiating to building the good opinion about the company, and every he goes for this, the growth of her meaning on the market,
- they help suitable training in happening the good negotiator,
- the acquaintance of the theory of negotiating helps in contacts with people and in unreeling the professional career,
- the acquaintance of the theory of negotiating also helps typical mistakes to avoid during the negotiation, and also contributes to the achievement of larger advantages,
- the acquaintance of the principles of  the  negotiation contributes to the achievement of tong -terms that is the most decidedly profitable.
The clever negotiator has to be superb listener and back the track. Listening does not mark passivity, there is active  the working from second the (speaking) side in builds the manageable coupling, bringing nearer positions.
Build the money transfer and aiming to the agreements, negotiators of both analyzed companies, they warn following textual rules:

- clearness and correctness,
- thematic cohesion,
- economical (brief),
- expressiveness.

The principles of the antihuman contact which breaking results in crises and conflicts moreover are in force. The most important from them this:

- the politeness,
- the approval,
- modesty,
- the agreement,
- concept,
- the legibility of the irony,
- the curiosity.

There is no negotiation without communicating. Correct communication is the condition of the good and effective contracted conversation. Analysis of negotiations behaviors of two companies Company A and Company B, he tells to accompany, that there is no principle one, the worked out well strategy of containing trade contracts. You should work out years the system of negotiating, which will answer the best the activity and the negotiations possibilities of every individual. The level of the standard of contracts, applied in the company Company B in inches does not have to testify about his superiority over the company Company A, but the workers Company B professionalism, steels of raising his qualifications, then beyond the doubt the important and strategic trump of this company. Manager knowing the techniques of negotiating well, and is well - informing the mechanisms of the psychological influence of non -verbal behaviors, he will come to the of contracted effects, about such managers more considerably easily and quickly all individuals contracting with mattering national and foreign partners fight.

Many authors of various textbooks from foreign trade, guides, he training materials focuses on the numerous areas of the negotiation.   The author of the present work desires however to pay the attention to three the main areas:

-    the acquaintance of the trade,
-    the acquaintance of law-financial questions,
-    the need of limitation to the minimum of mistakes in the procedure  trade.

The acquaintance the trade, in which we want to be present and active, then the basis  in recommendation and hand to the creation of chances on the market success. Company A  by many of years undertook efforts so that, to develop and perfect one’s workers professional knowledge (so in the country how and in his sisterly companies for the border). Dear to the good acquaintance of the trade is comparatively long. Only knowledge, expert, experience, care about perfectionism, quality, the complexity of the offer leads to the meeting of the given trade and negotiating next trade contracts makes possible.

The good acquaintance of law-financial questions important is not less. In almost every contract define making an appointment sides  different:

- legal clauses,
- guarantee clauses.
The partners of the given contract try the exactly mouth in clauses these  the object of the contract, the quantity of goods, the price, the deadline of the delivery, the way of the and marking the goods, the conditions of the payment. Also following clauses important are except this:
- higher strength,
- damages and punishments,
- the extension of the deadline,
- different, specific for the given contract.

The acquaintance of the financial realities of the country and partner with who we contain the contract extremely important is also.
The service economics - the financial subject which given contained  the track, the monitoring of the shape should systematically lead economics -financial their partners, react on operational oneself difficulty and payment jams, and in the case of the necessity  the settled conditions of payment for the part or the whole of the realized contract. If the conditions and were created in financial clauses  the of letting bonus, lettings off or the different kind of the bonus, then you should well analyze if conditions and clauses were kept  track for obtainment of these advantages.

Warnings are the last important group of practical recommendations before the commission of mistakes, offences. The good negotiator who treats his contracting party square honestly and in the based on partnership way, he should beware in his behaviors of such example mistakes, how:

- presumptuous and certainty,
- the„customer as the necessary evil”,
- stiffness, the lack of efficiency, obstinacy in the individual phase of the negotiation. competent, experienced negotiators in the composition of negotiations teams lack.

Company Company A SA, having in many countries of own agents net, he undertakes the efforts to convince potential investors to the Polish offer. If this phase of the negotiation calls out the interest our offer, then the chance of the obtainment of the invitation to proper negotiations and  exists  the of the contract.
Formed in Company A offices:

- The energetic,
- Cables,
- Engines,
- Lighting,

they are the direct negotiators of concrete contracts. He will introduce  the body of individual offices (companies) they analyze in detail and verify the offers under the regard:

- the complete of the given offer,
- economic foundations (so called ZTE),
- financial conditions.

You should eliminate all lacks, shortcomings, offences noticed in the worked out records of the given contract, the concrete contract would by to be contained from as the largest care and exactitude. Special belongs in the proper phase of trade negotiations  to turn on:

a) the range of the contract, that is the range of the responsibility of the sides of the contract;
b) the object of the contract, that is what will be the object of the contract;
c) the period of duration of the contract;
d) the main of the contract, and in this:
- the ways of deliveries,
- the ways of the payment,
- the legal responsibility of the sides of the contract,
- the way of marking and the packaging of etc. goods,
- clauses supplementary to the given contract.

During the negotiation of the object of the contract you should specify name, kind, the structure of products (services), species, quality and different details. He as the detailed profile of the objective range given in some situations in enclosure or separate specification  the track. The description of the object of the contract can rise the figure of detailed technical records (in the figure simplified or detailed).
The quantity of goods (products or services) is passed in this the most often   the individuals, as the arts, weight, volume, length, in sets (sets) - from dependence from received customs and the kind of goods. The quantity can sometimes be counted on standard loading individuals (on the example on containers, semi trailers, interchangeable bodies). Certain perpetrates in contracts in the incident of some mass goods pro  the cent owe of the deviation from the co-ordinate quantity - so called natural decreases.
They are established in the road of bilateral negotiations in many transactions of the foreign trade of the price more and more often. The prices judos are this generally  for certain quantity of products (or the services). Different negotiations relate to the homogeneous groups of products, different meanwhile diverse freight groups. He can so be of service for basis to the settlement of the concrete level of prices called base price or basic price. They are accepted in the definite compartment of the time after the phase of the negotiation of the price for the given contract, probably, that the sides of the contract put in the contract  the of the changeability of prices. Rebates, discounts, discounts, reface can apply for enlargement of the elasticity of the side of the contract.

Following ranks to applied in contracts the most often supplementary a)    the clause of the higher strength which defines the possibility of the partner relaxation from the responsibility if situation making impossible the realization of decisions happened from partners will independently  the track;
b) the arbitral clause which establishes that all disputes between the sides of the contract will be decided in the arbitral conduct;
c) the clause of the proper right for the given contract - the side  the right whose country will be reliable for their contract;
d) the clause one - specifies the place of inclusion and the realization of the contract (etc. London)closely;
e) he the clause of damages and punishments - defines the height the punishments, what will bear the partners of the given contract in the case of the breach of definite conditions;
f) the clause - he establishes reasons and the deadlines of bringing and the way their of documentary evidence and settlement;
g) the clause of the revision of prices usually — the possibility of the change of the conventional price of product or service in the case of lowering or the growth of market prices foresees;
h) the clause the protection of sides is whose aim before the possible course risk”.

The Standards of the process of the negotiation is the important determinant of the contracted workings of the company Company B. The company leading negotiations with national  and foreign contracting parties, the example of the standard contract possesses. Such document is the always exit proposal of the company Company B to editing the contract
with contracting party to final content. This standard version of the contract is based on universally acceptable norms and customs functioning in the foreign trade which are adapted for the concrete needs of the analyzed company. All basic and supplementary contracted clauses drawn up  in the most possibly profitable way for the company are in her. They with foreign contracting parties are modified on the principle of achieving the compromise among the businesses of both sides
during the of the negotiation then. He very essential is so that the exporter steps out as first with his version of the contract and his, because he from the time lays out the profitable from his point of the sight path of the realizes of deliveries for abroad thanks to this. However wanting foreign contracting parties protect their businesses to have the equally coherent document to present or also the modifications of the introduced them version of the contract, but the primitive version of the contract which was passed on by the exporter the point of the reference always already stays.

The company Company B they tie the special weight to the procedure of the offer for foreign customers. The assurance is the aim of the procedure that the customer needs will be recognized correctly, definite and supplied documentary evidence, however the offer which will be directed stay to him will contain essential elements.
The manager of trade and the manager of the of the export the essential part have to the fulfillment not only during the realization his procedure but also the boss of tool - house, the boss of the centre of the production and the boss of the logistics.

Is the manager of the trade of the company Company B responsible within the of this procedure to:

- the realization of the review and the concompanyation of the individual offer;
- supervision over the periodical analysis of register ofer foreign customers asks;
- co-ordinating contacts with the customer.

Does the boss of the tool - house of the company Company B answer too:
- the study of the project of the trade contract;
- the performance of the project of the contract to the review by the general manager;
- the realization of the review and the concompanyation of the individual offer;
- co-ordinating contacts with the customer.

Does the boss of the centre of the production of the company Company B answer too:
- the opinion of the terms of the realization of delivery from the side of productive possibilities;
- acceptance or proposing the change of the deadline of the realization of the delivery;
- concompanyation in the form review of the contract of the deadline “party to the realization”. Registration this is the concompanyation of the acceptance “deadline of the realization” the passed by the manager of the export.

Does the boss of the Logistics of the company Company B answer too:
- the opinion of the terms of the realization of delivery from the side of the protection of the production in materials and materials;
- acceptance or proposing the change of the deadline of the realization of the delivery;
- the written concompanyation of the review of the contract - co companying, that the realization of the production is safe in materials and materials.

Does the manager of the of the export of the company Company B answer to:
- the accepting and the preliminary opinion of the question of offer on catalogue and prototype articles;
- registers the question offer in the register asks offer foreign customers and his the periodical analysis under in relation to correctness and the agreement of records concompanyed the dated signature;
- the performance the manager the trade of the project of the individual offer to review and concompanyation;
- the dispatch concompanyed offer to customers.

The registration of the question follows within the of the realization of this procedure first offer received in the result of the marketing activity and contacts with potential customers. The manager of the of the export records every question offer on catalogue and prototype articles or the realization of service in register offer foreign customers asks
The review of the question follows the offer which they are classified according to the following groups of articles:

- catalogue articles,
- prototype articles (produced on the order).
- the study of the general offer for the foreign customer on catalogue articles begins from the opinion of the complete of the question of the offer customer made by the manager the of the export. So now the correct question offer should contain: name and the customer address, the qualification of type and the name of the article, the foreseen deadline of the delivery and her size. The folded general offer the manager of the of the export directs whose study becomes the customer on the question offer then.

- The General offer should contain:
- the name of the company and address;
- the name of the customer to who the General offer is steered;
- the base of the delivery,. the conditions the dispatching of goods on which will happen;
- conditions the payment, which should define, accounts will happen in what currency between sides, in what the way and in

what time (deadline) the pay will happen;

- the deadline of the delivery which should be real, adapted to payment, the centre of transportation etc .like.;
- the name of goods,. the settlement of his kind. Added to the offer samples or examples, technical records, drawings, dimension drafts or technical catalogues can inform about the kind of goods;
- the quantity of goods, definite in arts or the different individuals of the measurement passed in the metric or inch system. The weight is defined brutto separately and net;
- additional conditions relating to the way of marking goods, packaging and alternatively different elements of goods;
The manager of the of the export emits the form in the aim of the study of the individual offer the review of the contract and he passes on him to the boss of the centre of the production which after executing the analysis turns on in the process of the study of the offer the constructional section.

If the modification requires existing article this, the boss of the centre of the production they together appoint ad hoc the projects team which can consist of constructor, master and the representatives of supply, marketing and production with the main constructor. The team makes the review of the customer requirements under in relation to the complete of data, the possibility of realization, profitability, and the necessity of possible purchases.
In the result of the positive review of the customer requirements, the projects team prepares economic foundations.
The projects team works out the offer for the customer on the basis of economic foundations. The offer, after co companying by the main constructor and the boss of the centre of the production, is passed on the of the export to the manager. The worked out project of the individual offer the manager of the of the export together with the review of the contract represents to the realization of review and concompanyation by the manager of trade with the form. The offer is recorded in the register offer foreign customers asks, copy activated in the section of marketing after co companying, and the offer sent to the customer.

Usually the question consists offer before dispatch of the proper offer by the exporter of products and services. This is the most often ask  of course the sender the directed to potential tradesmen about the message of offers on the products (services) which can be the object of the purchase. offer the question have the form of the trade letter which next contains the most often  example elements:

- 0the short profile of the company,
- I will name products or services,
- the quantity,
- the formal side (polite turns, etc. signatures)

The question offer does not result for exporter and importer in any legal results. Be simultaneously to be steered to many subjects maybe. The proposal makes possible this accomplishment of suitable comparisons and choice the most to potential recipient (importers) .

The message of the offer is the next step in trade negotiations, that is the proposal of the sale or the purchasable product or service (or products and service together), which he defines the conditions of the future contract of purchase-sale or the service of the definite service. The offers have the figure of the trade letter which contains example elements the most often:

- the name and the address of the company to which there is the offer directed
- I will name the bidder (address, telephone, fax),
- date and the place of the exposure of the offer,
- name and the quantity of goods being the object of the offer,
- isolated price (with the application of currency and trade formula),
- the general value of the offer,
- the conditions of the pay,
- deadline, period and the conditions of the delivery,
- the way of the packaging of goods,
- the deadline of the validity of the offer,
- persons authorized to dragging financial obligations signatures.

Company A  he sends to his customers the very rich offer which hugs six the main areas of the activity of the trade:

- the energetic,
- the telecommunication,
- the delivery of articles of the manufacturers of cables,
- the delivery of the electric apparatus,
- the delivery of lighting systems,
- the delivery for the industrial building.

This is so the rich and diverse offer under in relation to the assortment.
Second important feature of the offer Company Au  he is this that he aims to this to she was this is not the offer only on „today” but also on „tomorrow”. The offer on , tomorrow”, according to many experts, in this also experts from Company Au he should mark:

- the attractiveness - as the richest range of the offer, the adapted to given segments market,
- the highest quality - offering the products about high technologic fulfilling the requirements of the quality (on the example TQM),
- the competitiveness of her financial side  (that is  cost competitiveness).

This fragment of considerations was more comprehensible and accessible about bidder’s desirable behaviors, it was used concrete he applies  I the offer Company A In last years the company Company A - the Energetic SA stepped out in the country with general consultant and the performer of many investment projects offer, on the example:

- the     modernization of power station in Throw,
- the     building of the new block in Heat and power station Kato ice,
- the     execution of works in the Aesopian Financial Centre and University Library in the Warsaw.

It offered in the foreign activity:

- the building of the next energetistic block in power station in Ketch and in Bringer (in the India),
- modernizations, five boilers  in Heat and power station  Cormorant in Western Czechs,
- the delivery of exchangeable parts to power station Tulip (Bosnia and Herzegovina),
- delivery and the assembly of boilers and channels to the refinery in the Sweden,
- he throws litter about the building of the complete boiler in burner in Umea (in the Sweden),
-    delivery and assembly absorber to the installation of desulphurization of the fumes the wet method for Danish power station Stignesvaerket.

Company A - (long ago the Office Machines Electric) it proposed such products in one’s trade offer to foreign and national customers, as on the example:

- many the types of electric engines produced through institutions Besel, Indukta, Celma, Emit - on the stew-pan of the Italy, Holland, Sweden, USA and different countries,
- the supply import for factories producing electric engines,
- working in the range of the service of investment and supply recipient from behind the group Company A purchases - Mo  the track SA,
- the creation of the offer for organizing on the national market one  the cast wholesale-retails net of the sale (helping the national sale of institutions Baselu, Indukty, Celmy and Emitu).

The office of Telecommunication engineering concentrated its foreign and national offer on the telecommunication both traditional how and cellular. Since the May 1997  steps out with the offer as the dominant of Regional Telecommunication Nets. He is next interesting offer in this sector delivery, installation and starting telecommunication equipment to  the built of the telecommunication net in Kutnie, Bydgoszczy, and Cracow. From too  you should exchange the border offers of the Office Telecommunication engineering.

The competitive fight inside the sector is first from five strengths on this market. He brings her to the limitation of profits and makes difficult interventions serving to the enlargement of parts in the market considerably. There is rivals still considerable number in spite the high coefficient of the concentration, in industry this. Because of the easy to distinction of the segments of the market, large differences even step out on him in costs, quantity and the quality of services, and also in their features in grounds one service.
Rivals also large number  exists on the market of electric services, but the costs of the service of services differ in dependence from marks considerably. This depends on quality, features, design and the working of the service obviously. Consumers quite strong loyalty steps out on the market, and the price not the game so the large part. The costs of change from the device of the given company on the different company are not high beyond this.
Using companies compete however not only strategy their of services. They also simplify the methods of purchase, distribution, and also enlarge the quality of services.

The barrier of entry and exit

Threat from the side of the entry of new companies is on the market of electric services quite weak, mainly because of the strong barriers produced by the structure itself this industry, how and through the clients strategic barriers. In the result, despite this that the technology is in the principle such alone for the groups these of services themselves, (well-known all manufacturers and tenderize), quite high barriers of the entry and the low barriers of the exit step out in sector this.
He is now extremely improbable that the entirely new company would enter on this market. Entries of different, large companies (dywersyfications the activity e.g.)are the larger threat. Such companies possess the large supplies of the capital, and also protective „umbrella” from different marks which the entry can facilitate. The behaviors of companies defending before entries  on this market are known. Aggressive reaction on such tests appeared in abnormal understating prices mainly. This possible was, because the manufacturers majority does not use he fulfils productive powers because of the gigantic competition in the sector, the high costs of storing and the wide used system „just in time production”.
Structural barriers in this sector are also high: one need extremely a lot of capital begin the service of services, company so that the high advantages of the scale to survive to achieve, and now and the large volume of services, what is difficult for the new company. Beyond this because as I remembered dyferent he is the most important method of competition, company unique human and organizational supplies possess, how also unique knowledge acquired in the process of the service of services.
Different technological supplies are suitable to utilization in this sector exclusively, and companies more the sharply will that is why also defend before entering, and also he the harder will make a decision about the entry.

The strength of the tradesmen influence

Companies are the main tradesmen in the sector producing single parts and in this oneself specializing. Some companies produce however all in the own range they repurchased for tradesmen. The strength of the tradesmen influence is generally low, because there are they many and they are they sets on the narrow scale of products (harder to resign from given). Companies from the sector have now the quite wide choice and control tradesmen generally.
The first of all Danish company Gohelberg which co-operates from Company B since a dozen or so years invariably is the tradesman of electric parts in the case of the company Company B.

The strength of the buyers influence

She is also low. The main players have the possibility of distributor’s choice. Some companies use the entirely own system of the distribution, different have their sole dealers. They are from the mountain definite in the case of company the buyer Company B. And the company possesses till the year 2004  recipient of her services so e.g.

The owners of the company are careful, that:

- abilities answer organizational and technical companies to the scale and the generic described undertaking,
- the system of the accountancy of the company is peaceable with recipes,
- given financial enclosed in the more far part the business of the plan they show that the company is in the good financial shape, mainly thanks to for the sale of articles on the suitably high level, and the credit is in the state in the full moon to realize the put investment programmed in the planned deadline near the support.
The essence of the strategy of the organization in the company, joining aims and tasks resulting from the technology of executive processes is suitable, with people and the ways of the influence on them in the processes of the work.

The effective organization of aims, the row of the function has to full and to take into account many requirements. He should:

- to make up the frames of organizational workings (executive),
- to regulate individual workers and teams workings,
- you will make possible reach the definite level of the realization of workers needs,
- to result from the strategy of the organization and be adapted to her,
- to take into account the specific of executive processes,
- to assure effective the realizes of the aims of the organization.

The organizational pattern of  the  company Company A  he reflects to distinguish the typical structure about
the character to the linear in which can four organizational plumb - lines:

- the  President Board plumb- line - the General Manager assembling the mobile phones of technical services, Workers  matters, economic analyses, computer science, the control of quality, BHP mainly,
- plumb- line of the Member Board of Economic. – the Main Accountant
with the subordinated mobile phones of accountancy (financial section, costs and prices), Section Production
- plumb- line of the Member Board of Technical. – the Manager of the. of the Distribution

The management in Company A he bases oneself on following principles:

- the one-man management - decisions are made on every rung of the management. every manager, he possesses the definite range of competence and authorizations from the lowest to the highest rung management, makes decisions in frames which and gives recommendations to subordinate workers and bears for this the full responsibility,

- the continuity of the management - the continuity of the holding of the function.
He is assured by the right making the decision in the full range of the given managerial function or in the definite range by their deputies in the case of managers absence or appointed extemporaneously workers,

- the hierarchy of subordination - the worker of every rung of the management is subject to one superior exclusively.

The activity is divided on the areas of the working and definite tasks in “Frame ranges of the action” All organizational mobile phones in the aim of the assurance of the efficient realization of the function of management, inch the principle of the horizontal co-operation is in force” and the mutual co-operation.
The structure organize can cause far-reaching results for her workers. The review of the results of investigations of the relating relationships of the organizational structure with efficiency and   he quite clearly the workers sluggard leads to one conclusion one — can not generalize. Not all are the followers of liberty and elasticity, marking organic  structures. Some are the most satisfied, when tasks are standard, and limited to the minimum so as he is in the structure mechanic. All considerations over the influence of organizational solutions on workers behaviors have so to take into account individual differences.

The company Company A   she  came  into  being with the intention of functioning as the enterprise  working on the market local and world. Company this enlarged the range of her influence considerably what influenced general results financial companies within last years.
The company he led his businesses with the full consciousness of the responsibility in the face of creditors and influencing the character of her activity. The company believes, that in the long period, all described in the business plan, the elements of the politics of the company are convergent and internally peaceable.

To be able to act the enterprise, prosper build the plans of the more far production efficiently,
and first of all, the system of the observation of surroundings has to create. He should on to study changes up to date and trendy on the market and to take into account appearing chance and threat, suitably on making the maneuver not to react, own or gain over supplies.

The company Company A  surroundings analyses in three areas:

- the general environment (micro and makrosoround)
- the own environment
- the competitive environment

The existing in the company base of the data about the general environment contains macro
and microsuround given relating to closer and far surroundings. Statistics, publications, professional articles and competition are source of getting such information.

Makrosoround this wide surroundings the enterprise, on which in the principle it alone there is no influence. We number the following factors of surroundings to makrosuround:

- economic, technological,
- politics-legal,
- consumers markets,
- producers markets.

Company A observes and analyses makrosoround, and especially being shaping in him trends. Trendy these help the enterprises to outline to the management the shape of the future and help ą to undertake suitable decisions.
Mikrosuround this surroundings, with which the enterprise comes in direct contacts and he has on not the influence.
They work in microsuround rivals, whose company observes and the buyer, he with which tries from to co-operate.
The base of the data about the own environment should contain information about  market and customers.

Information about markets contains:

- the    list of markets served (the company possesses the base of the data in which there are the information relating of served markets, are to qualify this information letting the condition of the market, the character of the market, the degree of attractiveness, current part in market and the possibility of conquest of the new markets of the sale)
Information about customers.
The information about customers relates to behaviors and customers, their needs, changes in the range of these needs kind. Accumulated given they also relate to geographical location of customers, customers, her growth or fall general number.
These information helps the company to give answers on questions:

- who really is the customer ?
- does he what wait?
- as should you operate him ?

Owners, and the managers of the company also administer the vision of her development in the draught the closest several years. All hitherto existing workings of company and their analysis co company the necessity of the choice of the strategy, speaking in : „the product of the high quality, phrenology, the energy-saving, and adapted to the demand market, after price answering his qualities and „attractiveness One can qualify the chosen strategy near this the name, THE MAXI-MINI”, what shows on the desire of maximum utilization of all strong sides and chances and neutralizing the unfavorable influence of weak sides and threats.
The hitherto existing activity of the company testifies about this that her owners and workers be able to initiate and realize the chosen by oneself strategy. He will require this however continuous investments, unusually anyway expensive, aiming to keeping up for customers needs.

Every customer should is treated by manufacturer, distributor, tradesman with the appropriate care. It is known however, that many before company with the larger commitment, larger expenditure exerts one and him the centers treats „large” customers. In the sector served by Company A  they are this the government customers (government agencies) of individual states. These Agencies belong however to thin customers. Many his cents and distributors exerts himself about this type government orders. The intergoverment co-operation, they bore fruit getting involved many countries in the reconstruction and the extension of the infrastructure signing numerous contracts and agreements. The good examples of this type  the building of the harbor and concrete contracts in Lagos, the building of devices infrastructure in Peru, Vietnam, India, Turkey, Malaysia, Egypt, Sudan and many different countries. The company Company A SA won in the minimum  years many auctions in energetistic trade for the national boards of energetics and telecommunication. International financial organizations the large ploughland play near choice of the tradesman of machines, devices, complete objects infrastructure (on the example World Bank, EBRD, EBI). These institutions can show tradesmen group or concrete the tradesman of these products and services. This is the characteristic feature of the customers this group that the company-exporter has larger safety and guarantees appropriate in the incident of customers and contracts this type  the financial of the given contract. The company Company A  from he is about twenty years present on the market energetistic Turkey - he is about 25% energy in this country delivers recipient thanks to devices to  been enough by Company A Second - not less customer’s essential group - private companies (called retail customers sometimes)create. Their strength is somewhat smaller than government customers. One taking under the attention the scale of the turns of the customers this group, can accompany, that obtainment 20, 30 or 40 % turns in the foreign trade are even special „game” worth of many stare customers this group you belong to serve and give them the satisfaction from  these with them trade transactions.

To exchanged customers two the main groups exporters products and services, in this also the company Company A , they reach through four distributors the main groups:

- foreign private companies (importers),
- the company own Company A  (for the border),
- private companies and different distributors.
- remaining customers.

The exporters of products (on the example the company Company A ), thanks to contained contracts with foreign companies interesting oneself the distribution of the definite groups of products, they co-ordinate between themselves following
the trends of the co-operation:

- the assortment of the articles and services which will be sold on the definite market
- the level of the prices which you should bear so that he satisfies the making an appointment sides of the contract
- the principle of the distribution - together, on example with the qualification of the rights of exclusive rights,
- the level year - old turns, which should reach the given importer (distributor).

The introduced conditions of the co-operation of Company Au  they concern with private foreign importers he will play the sale on stew-pans mainly of cables and engines electric.

Second essential way of the attainment to potential customers fir  we Company A  there are the companies the own which became puts in such the ice float, how Great Britain, France, Germany, Austria, USA, India. Thanks the suitable capital part and possession of own management at these companies the company Company A  to control maybe to have the decisive influence on:

- the kind of contained contracts,
- the level of got prices and turns,
- the directions of the possible market expansion,
- efficiency of contained contracts.

The next way of the attainment to potential foreign customers Company Au  they are remaining distributors. This marks this group „customers” that there are comparatively a lot of they, varied companies are this (from he has  to average), they with the import of varied assortments (on the example of the wire, engines, electric equipment).

The acquaintance of communication processes makes up the basis of the leadership of all conversations, in this especially the negotiation. He is holds always the co-coordinating the positions and inquiry to the agreement for through the conversation or - saying more generally - the process of the exchange of information. That is why every negotiator should get to know basic mechanisms ruling communication processes enlarge one’s superiority during the of conversations in this way and realize put negotiation aims more effectively.
The co-ordination of persons undertaking the communication activity behaviors is the intention of the comprehended generally transport, in this especially co-ordination of convictions, opinion and attitudes in the face of the thing.   Improvement of co-operation of two persons is the basic aim of the communication for - or the whole group -
in the aim of the realization of the common undertaking. To also relate the separate aim for every of the participants of the process of the transport which however requires some form of the action from second side to this maybe.
The communication is the heterogeneous process, he can rise various forms and various character in dependence from internal and external factors. Several kinds of communication processes distinguish themselves.
This mislaid, because of the form of passed on announcements, two basic kinds of the transport take into account. They can be sent and received in the figure of words, the transport has the verbal character then and usually concerns  the of information, described events or facts. In to the verbal transport, non - verbal announcements use rest ways of passing on the information, that is the so-called „speech of the body” and they treat to the emotional sphere.
Interesting examples on cultural differences - coming out through the non - verbal transport one analyzing gesticulation and the attitude of the body - can find. The meaning of gestures for is conditioned the historical experiences which are but different for various countries often. The left hand is recognized for the „dirty” hand in Islamic culture, linguistic and Buddhist for example, used to physiological actions. That is why all objects, such as visiting tickets or documents, you should pass the right hand. If negotiator desires the person to show respect and respect about the high social position, then he should hand over her gift or visiting-card both hands.
Summing up present chapter you should show, that the analysis of non - verbal persons coming from the pink behaviors  the of the nation induces to seeking certain common patterns which would facilitate contacts with foreign partners. It is hard the lids to avoid in this case of simply, then it however  is certain classifications executing worth.

Negotiators coming from various countries feature:

1.Americans – individualists, high independence, the feeling of strength, they like the concrete, precision in formulating the positions, the quick settlement of the businesses.
2.The Japanese – they respect the team work, location of the negotiator
in the hierarchy of the enterprise, in negotiations important is very much he matters for them the atmosphere of conversations and partnership.
3.The Germany – prepared to the negotiation well, excellent financiers, they pay the attention to the quality of the product, exact, they warn the business hierarchy, they are not open  and effusive rather.
4.Russians – the team forms of works prefer, they present the feeling of strength and quiet, he is engaged in negotiations, but hospitable  and generous.
5.British – attached to imperial traditions, restrained and calm, oral settlements value high, they do not tolerate the lack of competence and dishonesty.
6.The Frenchmen – the large differentiation of attitudes; from the full persons of respect and courtesy to the partner after ruthless negotiators; competent and professional, in conversations cultural, however businesses negotiate in the hard way, they will guard their world businesses diligently.
7.Italians – impulsive, they be subject to the working of the mood, attached to families, susceptible on arguments connected with art and culture, well-known from the expressive non -verbal transport.
8.Poles – arrears make up for in knowledge from the range of the negotiation quickly, they tie too the small weight to the stage, they approach with the reserve to oral settlements.