STRUMENTI E STRATEGIE PER NEGOZIARE CONTRATTI “SUPPLIER FRIENDLY” – corso avanzato | HANS-ANDREAS FEIN & ASSOCIATES

Contenuti

Le relazioni commerciali tra fornitori Automotive (ma non solo) e le grandi multinazionali non sono sempre facili e risulta difficile negoziare un accordo tra le parti. I contratti, infatti, molto spesso hanno requisiti e condizioni sfavorevoli per i fornitori che si sentono impotenti durante le trattative, sia in situazioni di mercato normali che straordinarie.
Il seminario aiuta le imprese a mettere in pratica strategie e strumenti utili, anche da un punto di vista legale, che vanno a bilanciare le regole del gioco.

Negotiations between Suppliers and OEM Customers

• • Negotiations for supply contracts – a package of performance and compensation

  • The contractual relationship – the system of frame contract and project contracts

The Temptations of Goliath to “sneak out”

• • The open doors in the contracts and in the special terms and reality in the daily business

  • The cases of non-fulfillment on customer side and frustration in the life of a supplier

The Commercial Counter Strategy – Consequences, Links and Sanctions

• • The possible responses to refusals (strategic ally and commercially).

  • The catalogue of consequences and sanctions and the ʺmechanicsʺ for linkage

The Legal Nature of Supplier Agreements – Contracts and Special Terms

• • The mechanics of the various contracts, special and general terms of a supplier relationship

  • The differences between international contracts (common law contracts) and national contracts (civil law contracts)

Contracts between ʺDavid und Goliathʺ (in general)

• • Unilateral burden sharing in supply contracts and the critical aspects (unintended licensing, unilateral offsetting, one-sided termination etc.)

  • Particularly sensitive parts of the contract such as liability regulations, contractual penalties, place of jurisdiction etc.

The Protecting Shield in Legal – the Small and the Big Tools

• • Disclaimers and limitation of liability, right of retention, exclusion of offsetting, agreement of step by step, liquidated damages, etc.

  • Appropriate clauses (offsetting only against recognized or legally enforceable claims, etc.)

  • Recommended safeguards (action or legal cascades upon the occurrence of certain conditions) for every supplier contract.

The Dynamics of Supply Relationships and the Precaution for Unforeseen Cases

• • Appropriate measures to monitor and foresee possible conflicts

  • Strategies to prevent or stop conflicts before they appear or escalate

Summary and Conclusion

Extra Topic: Special aspects in times of supply chain problems, costs increases and the threat of inflation