印度工程项目总承包商务谈判的几点体会

Experiences on Commercial Negotiation for Indian General Contracting Project

随着印度经济的快速发展和我国承包商实力的增强,印度市场逐渐成为我国海外工程重点市场之一。笔者多次亲赴印度现场,经历了涉印工程总承包合同谈判的整个过程,相继与印度业主就技术许可、设备出口、工程建设期、商务条款等问题展开了多轮谈判。针对印度业主在相关工程总承包商务谈判中的优势及常用手法,笔者提出了在与印度业主进行商务谈判时可采取的有效应对方式,以最大限度地降低项目谈判中的商务风险。

As the rapid development of Indian economy and enhancing domestic contractors＇ capability in China,India has been gradually becoming one of the important markets of oversea projects.With having been to Indian sites many times,the whole negotiation process of general contracting projects was gone through,and technological license,equipment export,construction period and commercial terms were discussed with Indian owners on many occasions.In view of Indian owner＇s advantages and common technique,some effective measures that should be taken during the commercial negotiation of the relevant general contracting projects were brought forward to farthest reduce the business risk in the project negotiation.