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.

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).

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.

Economic negotiations are the process arduous long-lasting. Soviet tanks began the invasion on Afghanistan and transaction in December 1979 r. she was hung.
Negotiations relating to the contracts of venture in the field of the hotel building last in the China 4-5 years, and more far 2-3 the building of the object absorbs years. The foreign contracts of venture were hung after the massacre on the Square Tiananmen or foreign businessmen were also forced to the departure because of the safety. They stood up in the result of these events the emptiness gigantic office buildings waiting on occupants.
In the hotels which could be proud the largest success it was in 1990 r. occupied 30% rooms in the period of the touristy top. Nobody could foresee such development of events 6-8 years earlier, when begin this negotiations. Moreover, only one from 30 contracts of venture contained in the China comes in the phase of realizes, and only 30% signed of the contracts of venture brings certain results in the figure of the economic activity. The sentence Dawson, the process of economic negotiations runs in three stages.

Stage I. We learn their negotiation position, that is - they what demand from us. We do not propose concessions in no time earlier.
Stage II. We win information - the problem about which nobody told us earlier can for exist.
Stage III. Aiming to the compromise we negotiate, , that is we wonder what we can give not expose oneself on losses, and let them second side „to keep the face”.
The principles of the negotiation do not also undergo the changes - and these the most important, principal, and these of the borderland of tricks.

Dawson recommends:
- discover first, what’s the matter the enemy, and you will win superiority,
- read the whole contract, every time he will hit on your desk, and is not successful to introduce nobody ordinate postscripts,
- be this, which he makes a list the contract, and is safe and (but and the hold below the belt) you will gain the opportunity to introduce small supplements on one’s advantage which you will have to renegotiate before the signature of the contract to only
- don’t never change the offer, probably that in the answer on counteroffer (do this on writing),
- remember about the strength of the written word - credibility enlarges, even text on this did not even deserve.
Negotiations can be hard, but you should always be fair.
Forget about the credit of the confidence or credibility in the opposite time better, and this marks that you will happen the problem for your company. It is known what this threatens. He the negotiator proper justification should now to is winning for every price, but the desire of the conviction oneself, he how good is on his field.

What testifies about this that we led negotiations well? This is determinants:
- they felt both sides winners,
- the side caring about the partner businesses,
- disputes related to the object of the negotiation, and not persons participating,
- they feel that the partner will warn the conditions of the contract both sides, and common businesses want to continue.

Can the stages of the negotiations process formulations more in detail. We receive such elements of strategic trade negotiations then:
1. Preparation to negotiation (the negotiators selection, the preparation of the place of conversations, the partner recognition);
2. Openly conversations;
3. The performance of sides and proposal;
4. The reason of positions;
5. Disappearing the negotiation;
6. The analysis of effects;
7. Beginning of the stage of the realization.

Negotiations have several characteristic features for games strategic  in which they start both sides with the various arrangement of cards, gradually laid out on the table. He every side chooses then and chooses cards, he considers losses and advantage, until till the moment, when stays are both  functional the new arrangement. The negotiations are now the process, in frame saw  cue which try to work out both sides the common way define and the redefine of the principles of finishing off the market.
The conflict is the principal part of the negotiation in many incidents -participants present the various opinions which are for them essential. If both however perceive the parties need of the elaboration of the suitable way „making the business”, conflict instead of to carry the destruction, productive can turn out. Instead of to be the opportunity to conquest of the control over second side, he can outright happen the tool to the redefine of the situation in the profitable way for both sides.

If the conflict has to bring the solution satisfying all interested, you should engage both sides in all work. Such solution is called the option „victory-victory”. When look for oneself solutions leanings on the rivalry instead of this, he is very probable that only one side will satisfy her he will rub  (the situation „the victory - lost”) or they will not be satisfied the need no from sides („lost - lost”).  Many active  speaks for applying methods leanings on realize rather  than on the co-operation. Indeed, of the solution of the conflict maybe only test to happen the fight about the power in oneself, and every from sides runs away to talk earlier interventions. To also turn into in digging in on hitherto existing positions, in the atmosphere  maybe and frustration. The way how people try to solve conflicts  possessions, the great meaning has for the final effect. To the factors of the leaders to the option „lost - lost” or „lost -the victory” they belong:

-    the lack of open and honest behaviors,
-    inability to the recognition of own defects and shortcomings or second person positive features,
-    getting involved in workings in the thought of the principle: the „eye for eye, tooth for the tooth”,
-    ignoring the arguments of second side,
-    reacting too emotional or continuously accusing other side,
-    producing evidence the excessive readiness to criticizing,
-    uses the element of the surprise, bringing to confrontation in moments, when second side is unprepared,
-    the conviction, that only we are understood,

Four stages consist on negotiations sets on the achievement of this result:
1.    Recognition of the existence of the problem.
2.    Understanding of the position of every from sides.
3.    Discussing problem and possible solutions.
4.    Solution of problem in way satisfying both sides.

First phase of solving conflicts requires from both sides not only acknowledgements that the problem exists, but also agreement on this, that you should do something with him. Really, some conflicts can be solutions during the of the conversation. Active cooperation requires the majority however  the cy of second side. The recognition of the existence of the conflict depends on:

-    The    party to the message that the problem exists.
-    The    planning of the workings which we will undertake.
-    Informing second side about our feelings.
-    The    qualification of the part of second side in solving the conflict.

Realized oneself the existence of the problem, we have first to be convinced, that he tops profits flowing from the confrontation her costs. The victim can judge that not is „see” the difficulty straight and stay on the hitherto existing position, than abuse each other the aggressor. We do not inform our internal strength often, not questioning different person’s claims neither not standing up in the defense ours rights. The unaware conflict can develop to such  him the degree that the solution will turn out him still more difficult. Many convictions of the type: the conflict is always bad; the seat will cause silently that problems themselves will disappear; the confrontation causes the more far aggression and on  the heel; one can do to influence the result of the dispute little; they have to be lost in every conflict and so farther, they cause, that the people unique  part to the message of the existence of the problem.

When we already have the consciousness of the existence of the conflict, you should plan the steps which we will undertake. The they of exact considerations require naturally, because we are limited strong emotions, called out in us by adversarial,  you which they hide for the whole incident. Persons stopped and living in the feeling threats will find themselves on one border, on second meanwhile aggressive and irritate. First attitude favors dishonesty, second attracts for oneself violent behaviors and accusing. The behavior of quiet and judicious will be the ideal reaction. He helps writing out his thinks in this maybe and feelings, this, what and in what way you want what to reach thanks to this.
When workings were already planned, informing about this second side being the next step. He important is so that pellets , what he is the problem to say according to us as he feels, to mark one what wants and to assure that second side has proceed and to think differently than you Commitment of second side in the co-operation can be you eat  more difficult than feel the expression. danger always exists, that second person will not want to admit that the conflict exists. This probably will make in the aggressive form, supported fortresses , that this only your problem.
Should remember about this, that all we have settled opinions on own subject, they meanwhile they may not completely answer this different think about us.   Two persons interpretations one can fundamentally different the same events between oneself.

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.