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 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.

The gestures of the whole body do not exhaust the supply of signals informed  about the man emotional condition. Facial expression plays the large part for that is all changes, which can see on the human face. Detailed investigations over the expression of the face and her interpretation brought to assertion that about how much one can comparatively easily master the attitude of one’s body and gesticulation, and then to express them consciously chosen emotions, controlling the musculature of the face is very difficult about so many. That is why they prevail persons using the bluff often or manipulation over signals sent through the whole body, however they exercise the control of the word of the face in the special way.
Eyes are the „mirror of the soul” according to the popular saying. Although one can wash out what to the interpretation philosophic, then should admit, that through eyes and glance the age passes on many information about his state the emotion  anonym. One can less estimate this thanks to the glance someone as the person or more intelligent. The glance can also betray changing emotions in first order, e.g. anger or sadness.
You should pay the attention to the part of for the eye contact  because the of the information which the glance can pass on   during the conversation. The contact visualized with second person - seizing her glance - first contact is the most often  tem, entry in the interaction. Providing for this the contact under  the time of the conversation is also for the opposite side the signal to the transport, the symptom of attention and interest. That is why it during the of difficult negotiations conversations is taking care about the „open” glance which will signal the side worth he pushes  the certainty of our rights and frankness on the more far conversation. If we have to deal with from the difficult partner, which whole behavior - in this persistent strong glance - he tries us to dominate, then one can look him in the point between eyes. This will not let run away not the sight and to also regain somewhat the certainty oneself.
Except maintenance of the glance, he essential is also his length and intensity. In Arabian countries or he is frequent and long visual contact necessary to supporting the conversation, however avoidance of the glance can cultures be read as the lack. However persons mannered in the cultures of the Midnight usually treat the contact too frequent and too long as offensive.
This interesting is also that he also joins length and the frequency of glances with the type of the interpersonal report which sets between interlocutors.
Except eyes, second and equally important area for who  non - verbal are the mouth. The meaning of the smile is underlining in antihuman contacts worth in this moment. The smile - speaks on every the day though in the light exultation of the corners of the mouth - he is useful the whole the bright word brews, it is also the signal of frankness on second person, the desires of the co-operation, and not domination or escape. The experienced observers of different persons behaviors will look for the smile in first order even little. That is why belong in every situation, he does not favor this even the if internal mood, to reign over the bright word of the face and smile in  average contacts.
It is comparatively easily to recognize the false smile - he spreads after the face more slowly and usually lasts longer the than smile  fields the natural internal stimulus. The natural smile influences the facial expression of the whole face beyond this, especially the eyes which in such situation get narrower and mimic, so-called wrinkles, and „chicken little paws” appear in corners. To smile the person expectred.

Scientific publications relating the non - verbal transport give the various type classifications, forms and divisions. Is to talk over the detailed elements of this transport with the division on five criteria the most conveniently.
One could here create many additional criteria, such how sounds paralinguistic, glance, external appearance or the elements of the physical environment. Many is the classification, the attention is however paying to certain regularity worth in this moment. The receipt of second man behaviors follows not only for the help of one sense. Although the sight plays the principal part in second person observation and her opinion, then the receipt of non - verbal signals follows all senses.

He considers himself universally that cower on the typical distance for given  the thickness of the population in the given environment sails rounds. How told explorers, this is dependence about the linear character, i.e. average distance together with get smaller for the given culture with the growth of the population. Regularity this even relates to the occupants of the same country, because the thickness of the population can be at one state various in dependence from the region.
The intimate zone is appointed generally by the length the preparatory shoulder, though you should always pay the attention to their dependence from culture and the individual features of the given person character in the case of the zones of the distance. The person to who the confidence is can enter only in someone intimate zone. This will be trustworthy e.g. friend, life partner or parent, if relations are very close with him.
The size of the intimate zone can be dependent on the given person social status, her individual features (e.g. or he is the introvert or the extrovert), and also from temporary mood or feeling safety .Single out oneself four spheres of the distance which are related with various social situations.

Too intrusive sellers or apodictic bosses cross without consent this border sometimes, because they want to manifest one’s domination in this way. However such behaviors can bring not only to one person over second domination, but also to the development at the person dominated of the desire of the escape or aggression. That is why people execute the step to so many in such situations instinctively, and if this impossible is - they create psychical barriers, which let them defend oneself before too close contact with second person. Such barrier - the kind of the protective shield - the file binder can be three  many before oneself, superior before oneself bag or intertwined before each other shoulders. Objects or hands have for to build the invisible wall which will limit the undesirable person access to the intimate zone.
Summing up information about distances, you should remember that every man marks his zones in which only chosen persons have the access in dependence from the situation. Entrance without permission in these zones is infringement of second person special goods what one can call out embarrassment, reluctance or hostility at her. is being worth in the situation of the leadership of the negotiation  the on the non - verbal signals which second person sends not to bring to the unnecessary growth of the tension of not connected with the object of the conversation.

Negotiations in the society of the free economic market appear everywhere - the game of economic strengths does not depend on the central decisions of the people narrow group but from activities, enterprise all working on the market of subjects, companies. Negotiates mutual positions and dependence, containing alliances and the great area of activity of the managers of current time’s contracts hugs. He matters strong and weak sides, he matters size and the littleness of undertaken workings, he matters quality and conscientiousness, reasonable and wise long-wave workings in the place of irrelevant plans, more important knowledge than the simplicity of the production, undertaken independently decisions in the place of  listening the recommendations. All is internationalizing the Polish economy.