Putting CISG-Based Sales Terms and Conditions into Practice
Cathy Lynn Danzer, Compliance Counsel, Danzer Holding AG, Austria
When an international company grows through the acquisition of small independently run businesses, ingrained and traditional procedures are not easily standardized. In the case at hand, standardizing sales terms and conditions across eighteen countries and six jurisdictions within those countries left many questions to resolve: choice of law, language, and dispute resolution among them. The company chose the CISG as the basis for its international terms and conditions of sale and accepted many practical compromises as a result. This paper examines the compromises that outweigh the shortcomings of standardized terms and conditions based on the CISG and discusses how specific jurisdictional weaknesses are overcome by this international instrument.
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