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The practice of countertradeaccepting goods as partial or complete payment in international operationshas a variety of uses and benefits for businesses. This clear, thorough treatment outlines effective strategies and organizational structures for executing countertrade operations and explains the unique aspects of countertrading with government buyers by contrasting it with conventional trading with private businesses. It also shows how corporations can use it to penetrate new markets, increase market share, and establish new trading operations. While the book is applications-oriented, it explains the forces leading to the development of countertrade practices and gives enough background information to allow corporations to prepare convincing proposals for buyer countries. Included are a directory of countertrade service organizations, a strategic process chart for transactions, and a countertrade synery matrix.
Table of Contents
THE COUNTERTRADE ENVIRONMENT.
Forms of Countertrade.
The Developing World.
The Socialist Countries.
The Industrialized Nations.
CORPORATE COUNTERTRADE PRACTICES.
Countertrade Policies and Strategies.
Organizing for Countertrade.
Countertrade Service Organizations.
Using Trade Statistics in Countertrade.
Case Study: The Peace Shield Offset.
COUNTERTRADE PRACTICES IN SELECTED COUNTRIES.
Appendix: Directory of Selected Countertrade Service Organizations.