HUAWEI - Ghana Contract Negotiations
Case back ground:
I am working in a Wadi Degla Holding company, it’s a group of companies working in different field, may be the most famous activity of Wadi Degla & WD consider a pioneer in it, is Wadi Degla Sports and Social clubs. In the other hand one of the biggest investment in Wadi Degla is Egypro Company which works in communications constructions, building the mobile towers (antenna). EgyPro has 12 branches in Africa.
And me as a Business development manager was assigned to sign a contract with HUAWEI in Ghana to build a new antennas. Accpording to Ghana regulation and EgyPro Quality department requirement, I should negotiate with HUAWEI to reach an agreement that ensures the highest quality with lowest price. And this negotiation was held after a successful negotiation on price done by sales team.
Egypro contract Template contains about 24 clauses which define the responsibilities of both parties, the quality requirements, and the actions would be taken if any of both parties violate any of the conditions that mentioned in the contract.
Objective:
To sign a contract that represents the final agreement with HUAWEI, in order to have a written commitment on Quality of instruments supplied, Time of delivery and the prices (mentioned during the last negotiation with sales team), putting in consideration Ghana governmental legislations and EgyPro Quality requirements.
Make and take decision:
EgyPro Contract template contains 24 clauses; 5 clauses related to quality and safety, 4 clauses related to legislations so they are considered critical. and 15 other clauses are non critical.
So, We have 3 alternatives decisions to make decision before negotiation;
A. HUAWEI agrees on all clauses of the contract without changing in any of their clauses.
B. The supplier agrees on most of clauses of the contract and allowed