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.

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 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.

This is the next element of the non - verbal transport that is this, the body what positions accepts during standing or sit. Different people even cursory observation can show, how many information carries with her the arrangement of the body. Explorers favor like. two various attitudes which express here - saying generally - the given person to the world relation.
The open attitude - consisting in addressing the whole body straight on, without the crossing of the hands and legs - marks  on contact and the exchange of information, and also interest the interlocutor and the certainty oneself. Such attitude is the most convenient during the of leading the negotiation, because he eliminates domination, and expresses the partnership between the sides of conversations.
The closed attitude is her contrast, called  the humble attitude. Dominated persons accept her often. To also express anxiety, reluctance to conversations or avoidance of the direct contact maybe or the confrontation. He is characterizes the inclination of the whole body e.g. and hunching shoulders, so as this person to be protect to want before the blow. back to speaker, unclamp.

The arrangement of feet is interesting signal sent through our body. The current saying defines some persons that they „stand on the ground strongly”. This treats literally to the attitude of the body, what illustrates straight figure, the weight of the body spread on whole feet, thanks to what evenly the person does not need any supports to stay in the position standing. They are the contrast the person, which inflict the impression, as the light gust to overturn to have them, because they the weight of the body balance on alloys, and in every possible situation, e.g. in the queue or in the lift, supports look for themselves. In the majority of cases (with the omission of the situation, when this attitude is called out fatigue or the pain of the spine) such way of propelling signals internal problems, e.g. the instability. uncertainty, the lack of the emotional support etc.

The gesticulation

The fact testifies about the meaning of this element of the non - verbal transport,   that the number of executed gestures can sail on perception of the given person as more or less credible. The person speaking executes the more gestures, listeners are prone to believe to her more. The explanation of this phenomenon is in this maybe that gestures pass on the large part of information during the of the interpersonal transport, larger, the man is engaged the more emotionally.
Without the regard on the interpretation, the understanding of the meaning of the gesticulation important is in the process of the transport. Gestures not only give back our emotional state while telling. They are also important factor emphasizing the meaning of some words or whole fragments in the sentence, they can now sail on  the possessions of the intention of the statement. They help the listener to understand the longer argument beyond this, because expressed arguments arrange, they establish the order, abstract notions illustrate.
Hard would create the simple dictionary gestures, in which every one the motive body would subordinate by some meaning. In not only pronouncement of some gesture important is for to the interpretation of the gesticulation, but the analysis of the whole sequences of gestures, their frequency, order and situational context. That is why you should approach to all simple explanations with the large caution, because he touching the hand of the side of the nose does not have e.g. to be the sign of the impossibility of making some decision always, and can be usual itching the result

Negotiations are the process of communicating sides being holding in the situation, when they wait that the agreement can assure larger advantages than the working without the agreement.
This is so the process of the solving the problems in which two sides discuss (they communicate) on the subject distributing their matter and they aim to the finding of the common solution, they require profitable for every one from sides, negotiations from participants so that they qualify matters what to, which various sentences have, they require „learning” their needs and businesses mutually, working out possible solutions, until to the achievement of the final agreement.
Negotiations ends the success they usually are the result of the mutual exchange of opinions and information as also certain settlements undertaken through negotiating sides. Exchange this can have the public or hidden character.
Negotiations usually make up the combination of the compromise, co-operation and pressure on the common party of the solutions which for one from sides are particularly important.
The exchange of concessions, license is basic mechanism to the achievement of the agreement so, the mutual stringing the conditions whose fulfillment defines the more far conduct of sides to oneself.
P.R. Cateora defines the negotiations in global marketing as deliberating oneself, the haggle or discussions in whose partners they co-ordinate the mutual services under the executioner of the achievement of the profitable agreement.

Before proper conversations will start, you should execute what the least two push:
- to prepare essentially,
- to produce in oneself proper putting.
One is the exact preparation to conversations the basis of the success in negotiations. This is the stage before negotiations.

Every negotiations process has ones the structure, in he the most important to which is he mislaid on stages. We can distinguish the following stages of negotiating:
- finding customers,
- the preparation of the negotiation,
- openly,
- recognition and the transformation of the partners needs,
- presenting the product,
- convincing and market,
- Finalize.
Some negotiators begin prognoses from presenting extreme offers or extreme demands fold. Different negotiators go out from the initial positions which are bring nearer to been go to aims.
The understanding of the way of the being particularly important is in negotiations and the customs of second side, for interpretations leanings only on the own scale can lead to incorrect conclusions.
You should inform the risk of cultural traps before beginning the process of the negotiation. You should in certain measure happen produce the proper report in the face of the opposite side.

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.