ABSTRACT
The negotiation of international commercial contracts requires certain techniques. The international commercial world seems to proceed on the presumed belief that businessmen are aware of such techniques and that experience matters most. This chapter explains some of the concepts which are considered to be fundamental to negotiating an international commercial contract. The attributes of negotiation are: flexibility, mutuality, compromise and non-aggressiveness. Negotiation of political differences and negotiation of international commercial contracts are two different processes although both of them aim at agreements on mutually agreed terms. International commercial negotiations are for settling business terms and conditions in relation to a deal which will be incorporated in a contract. In order to understand the connection between interdependence and negotiation, one should refer to the definition of 'negotiation'. Professionalism in negotiation is not only desirable but also a key to success. 'Professionalism' means 'the qualities or typical features of a profession'.
