Research On The Organization And Planning Of International Engineering Contract Negotiations

With more and more attention paid to contract management in international engineering,more attention has been paid to the work before the final contract text,such as the organization and planning of contract negotiation and the control of negotiation process.The organization and planning in the early stage of contract negotiation is an important work in the whole life cycle of contract management,which plays a decisive role in the final effect of contract negotiation and affects the division of rights and obligations of both parties in the contract and the effect of contract management.For how to conduct business negotiations,some domestic personnel engaged in the work of business negotiations has drawn some summary on the basis of actual experience and done the research on the mainstream business negotiation theories,which provided valuable experience for the participant in the business negotiation,contributed to personal ability development and the improvement of overall quality for business people,at present,the research mainly focuses on the application of a negotiating tactic in the course of the negotiation and experience summary,based on the analysis of problem in each stage of enterprise contract negotiations and combining with the demand level theory,principled negotiation theory and distributive negotiation theory,this paper studies the whole process of the organization and planning of contract negotiation,and verifies it with an example of project contract negotiation in Pakistan.This study pays most of its attention to the whole process of contract negotiation organizing and planning,through the organization experience of large coal-fired power project EPC contract negotiation in Pakistan,aiming to provide reference for the personnel engaged in international project contract negotiations with an optimized organization and planning for contract negotiation process,hoping the enterprise can take more initiative and more interest in contract negotiations.