Countertrade

Countertrade, unfortunately, has been subject to misinterpretation by banks, trade commissioners, and government officials. Too foten, the term is understood only in its narrowest sense: as a form of barter that is employed principally in East-West trde. Today the direction has changed to a North-south emphasis. Countertrade, as dedfined in this book, is really a muuch broader concept: one that encompasses many forms of compensatory trade - including counterpurchase, buy-back, triangular trade and swap - so long as there is always some kind of asset transfer as a condition of purchase.

In the pages that follow, the book clarifies the differnet forms of countertrade, explains how the business community can take advantage of both the present and future countertade opportunities, and describes how each of the major forms of countertrade may be negotiated. Contract cosiderations are discussed, and several case studies are present to illustrate the potential benefits of countertrade. Finally, current government attitudes towards countertrade are examined, as well as the specifics of practising countertade in the Third World and Eastern Europe.