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solutions for achieving those interests.
This can be best achieved by creating a
careful, thought-out list of all issues the
parties seek to cover.
• Take care to understand the wishes of
both parties. It is key to consider both
your and the other party’s negotiating
strengths. Put yourself in the opposite
party’s shoes before and during the
negotiation as a way to build a good
future relationship.
• Avoid zero-sum thinking: look for ways
that both parties can gain something
together.
• Do not hide issues from the other party;
help the other party see issues it may
have missed. Ensure that the other party
does not feel lost or taken advantage of;
otherwise, the business relationship
could be undermined before it even
begins.
International Construction Contracts:
Overview and Drafting Practices Using
FIDIC Terms
The terminologies used in drawing up
contracts should be close to those that are
internationally recognized, particularly for
contracts that utilize FIDIC terms
(International Federation of Consulting
Engineers), because such investment
contracts are considered international, not
local, in nature.
1. Knowledge of FIDIC conditions and
their usage based on the nature of the
contract is as follows:
• The Red Book is used in contracts for
construction work in which the
employer is responsible for preparing
‫ﯾﺘﺤﻘﻖ ذﻟﻚ ﻋﻠﻰ ﺧﯿﺮ وﺟﮫ ﺑﺈﻋﺪاد ﻗﺎﺋﻤﺔ دﻗﯿﻘﺔ ﺑﻜﺎﻓﺔ‬
.‫اﻟﻤﻮاﺿﯿﻊ اﻟﺘﻲ ﺗﺮﯾﺪ اﻷطﺮاف ﺗﻐﻄﯿﺘﮭﺎ‬
‫ ﻣﻦ اﻟﻤﮭﻢ أن‬.‫ﺣﺎول أن ﺗﻔﮭﻢ رﻏﺒﺎت ﻛﻼ اﻟﻄﺮﻓﯿﻦ‬ •
‫ ﺿﻊ‬.‫ﺗﻔﮭﻢ ﻧﻘﺎط اﻟﻘﻮة اﻟﺘﻔﺎوﺿﯿﺔ ﻟﻚ وﻟﻠﻄﺮف اﻵﺧﺮ‬
‫ﻧﻔﺴﻚ ﻓﻲ ﻣﻜﺎن اﻟﻄﺮف اﻵﺧﺮ ﻗﺒﻞ اﻟﻤﻔﺎوﺿﺎت‬
.‫وﺧﻼﻟﮭﺎ ﻛﻮﺳﯿﻠﺔ ﻹﻗﺎﻣﺔ ﻋﻼﻗﺔ طﯿﺒﺔ ﻓﻲ اﻟﻤﺴﺘﻘﺒﻞ‬
‫ إﺑﺤﺚ‬."‫• ﺗﺠﻨﺐ اﻟﺘﻔﻜﯿﺮ ﺑﻌﻘﻠﯿﺔ "اﻟﻤﺤﺼﻠﺔ اﻟﺼﻔﺮﯾﺔ‬
‫ﻋﻦ وﺳﺎﺋﻞ ﯾﻤﻜﻦ ﻟﻸطﺮاف ﻣﻦ ﺧﻼﻟﮭﺎ أن ﺗﻜﺴﺐ‬
.ً‫ﺷﯿﺌﺎً ﻣﻌﺎ‬
‫ ﺳﺎﻋﺪ‬.‫ﻻ ﺗﺨﻔﻲ اﻟﻤﻮاﺿﯿﻊ ﻋﻦ اﻟﻄﺮف اﻵﺧﺮ‬ •
‫اﻟﻄﺮف اﻵﺧﺮ ﻋﻠﻰ رؤﯾﺔ اﻟﻤﻮاﺿﯿﻊ اﻟﺘﻲ ﯾﻤﻜﻦ أن‬
‫ وﺗﺄﻛﺪ ﻣﻦ أن اﻟﻄﺮف اﻵﺧﺮ ﻻ ﯾﺸﻌﺮ‬.‫ﺗﻔﻮﺗﮫ‬
‫ وإﻻ‬،‫ﺑﺎﻟﺨﺴﺎرة أو ﯾﺸﻌﺮ ﺑﺄﻧﮫ ﻗﺪ ﺗﻌﺮض ﻟﻺﺳﺘﻐﻼل‬
.‫ﺗﻌﺮﺿﺖ اﻟﻌﻼﻗﺔ اﻟﺘﺠﺎرﯾﺔ ﻟﻠﻀﺮر ﺣﺘﻰ ﻗﺒﻞ أن ﺗﺒﺪأ‬
‫ ﻧﻈﺮة ﻋﺎﻣﺔ وﻣﻤﺎرﺳﺎت اﻟﺼﯿﺎﻏﺔ‬: ‫ﻋﻘﻮد اﻟﺒﻨﺎء اﻟﺪوﻟﯿﺔ‬
(‫ﺑﺎﺳﺘﺨﺪام ﻗﻮاﻋﺪ )ﻓﺪك‬
‫ﯾﺠﺐ ﻣﺮاﻋﺎة أن ﺗﻜﻮن اﻟﻤﺼﻄﻠﺤﺎت اﻟﺘﻌﺎﻗﺪﯾﺔ اﻟﻤﺴﺘﺨﺪﻣﺔ‬
‫ﻓﻲ اﻟﺼﯿﺎﻏﺔ ﻗﺮﯾﺒﺔ ﻓﻲ ﺻﯿﺎﻏﺘﮭﺎ ﻣﻦ اﻟﻤﺼﻄﻠﺤﺎت اﻟﺪوﻟﯿﺔ‬
‫ ﺧﺎﺻﺔ ﺑﺎﻟﻨﺴﺒﺔ ﻟﻠﻌﻘﻮد اﻟﺘﻲ‬،ً‫اﻟﻤﺘﻌﺎرف ﻋﻠﯿﮭﺎ ﻋﺎﻟﻤﯿﺎ‬
‫ﺗﺴﺘﺨﺪم ﺷﺮوط ﻓﺪك )اﻟﺸﺮوط اﻟﻤﻮﺿﻮﻋﺔ ﻣﻦ ﻗﺒﻞ اﻹﺗﺤﺎد‬
‫ ﻧﻈﺮاً ﻟﻜﻮن ﻋﻘﻮد‬،(‫اﻟﺪوﻟﻲ ﻟﻠﻤﮭﻨﺪﺳﯿﻦ اﻹﺳﺘﺸﺎرﯾﯿﻦ‬
‫اﻹﺳﺘﺜﻤﺎر ﻣﻦ اﻟﻌﻘﻮد اﻟﺪوﻟﯿﺔ ﺑﻄﺒﯿﻌﺘﮭﺎ وﻟﯿﺲ ﻣﻦ اﻟﻌﻘﻮد‬
.‫اﻟﻤﺤﻠﯿﺔ‬
‫ اﻟﻤﻌﺮﻓﺔ واﻹﻟﻤﺎم ﺑﺸﺮوط ﻓﺪك وإﺳﺘﺨﺪاﻣﮭﺎ ﺣﺴﺐ‬.1
:‫ وﻛﺎﻻﺗﻲ‬،‫طﺒﯿﻌﺔ اﻟﻌﻘﺪ‬
‫ وﯾﺴﺘﺨﺪم ﻓﻲ ﻋﻘﻮد اﻹﻧﺸﺎء اﻟﺘﻲ‬:‫• اﻟﻜﺘﺎب اﻷﺣﻤﺮ‬
‫ وﻓﻲ‬،‫ﯾﺘﻮﻟﻰ رب اﻟﻌﻤﻞ ﻓﯿﮭﺎ إﻋﺪاد ﺗﺼﺎﻣﯿﻢ اﻟﻤﺸﺮوع‬
‫اﻟﻌﻘﻮد اﻟﺘﻲ ﯾﺘﻢ اﻟﺴﺪاد ﻓﯿﮭﺎ إﻟﻰ اﻟﻤﻘﺎول ﻋﻠﻰ أﺳﺎس‬
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