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Contratos comerciales internacionales: ¿Por qué son tan importantes para los exportadores?

enero 3, 2023 424
Schermata 2023-01-03 alle 12.03.25

Con el abogado Stefano Rossi, hemos analizado la cuestión de la importancia de la contractualización de las relaciones comerciales internacionales y sus repercusiones en las operaciones de exportación o internacionalización.

El desarrollo de las relaciones económicas y comerciales entre operadores de distintos Estados implica la necesidad de negociar y celebrar distintos tipos de acuerdos y contratos comerciales internacionales más o menos complejos.

Con el abogado Stefano Rossi, Asociado Senior y Responsable del Departamento de Internacionalización de la Empresa de Studio EXP Legal, debatimos por qué este tema, injustamente infravalorado, debería, por el contrario, ser objeto de mayor consideración por parte de las empresas exportadoras.

Abogado Rossi, ¿por qué es importante dedicar la debida atención a la contractualización de las relaciones comerciales con socios extranjeros?

La regulación por escrito de una relación comercial con una contraparte extranjera reviste una importancia fundamental para garantizar que dicha relación pueda ejecutarse correctamente. Esto no significa que no puedan surgir problemas en el transcurso de la relación y que todo vaya siempre sobre ruedas, pero haber celebrado un contrato en el que se han abordado las principales cuestiones inherentes a la transacción significa haber creado una base (más o menos sólida) para resolver cualquier litigio futuro. Desafortunadamente, las empresas, principalmente las Micro pymes, no dedican suficiente espacio a la fase de negociación y redacción de los acuerdos comerciales internacionales y esto sucede porque muchos empresarios tienen una visión del comercio exterior que sigue ligada a las prácticas del pasado, hoy superadas tanto por la globalización como por la estratificación normativa nacional e internacional.

¿Cuáles son los principales riesgos de concluir acuerdos comerciales internacionales con un simple apretón de manos?

Los riesgos son múltiples y a menudo están relacionados precisamente con los elementos de internacionalidad de la relación. Pongamos un ejemplo. Pensemos en una empresa española que empieza a vender sus productos a un distribuidor alemán y lo hace con cierta continuidad en el tiempo, pero sin firmar ningún contrato. El distribuidor alemán trabaja, en Alemania, casi exclusivamente para el exportador español y se presenta ante terceros como distribuidor de la empresa española, gestiona todas las relaciones con los compradores finales y envía al mandante informes periódicos sobre la clientela adquirida. En un momento dado, la empresa española decide vender sus productos en Alemania por su cuenta y pone fin a la relación con el distribuidor alemán. Este último emprende acciones legales reclamando el pago de una indemnización por rescisión de la relación, amparándose también en cierta jurisprudencia alemana que reconoce este derecho al concesionario. Ahora bien, si las partes hubieran negociado y redactado, con sus propios asesores, un contrato de distribución internacional, podrían haberse regulado de forma diferente en cuanto a la ley aplicable (y la indemnización por resolución de la relación), en cambio, en este caso, la empresa española podría correr el riesgo de pagar la indemnización por clientela al distribuidor, que se cuantificaría según los parámetros dictados por la jurisprudencia alemana.

De este ejemplo se deduce que en las relaciones internacionales hay que prestar atención a aspectos diferentes que en las relaciones internas. ¿Cuáles son las principales diferencias entre los contratos nacionales y los internacionales?

Los contratos internacionales conllevan una serie de cuestiones técnico-jurídicas adicionales en comparación con los contratos nacionales, que es absolutamente necesario discutir e investigar durante las negociaciones. Las tres cuestiones principales son: 1) qué ley regirá el contrato; 2) quién, en caso de desacuerdo, decidirá el litigio; 3) cuál será la lengua del contrato.

¿Qué se entiende por «la ley que regirá el contrato»?

A nivel internacional, salvo en algunos casos especiales, no existen normas uniformes válidas para todos los Estados y para cada relación comercial concreta. El Derecho internacional deja a los operadores económicos un margen muy amplio de autonomía contractual, por lo que, a la hora de negociar un acuerdo, hay que preguntarse qué ley regirá esa relación: ¿la del país del exportador? ¿La legislación del país de la empresa adquirente? ¿La legislación del país en el que tiene su sede el agente comercial, por ejemplo? En la práctica, las partes resuelven este problema introduciendo una cláusula de elección de la ley aplicable en el contrato. Si, por el contrario, las partes no han redactado un contrato y, por tanto, no han negociado la ley aplicable al mismo, la determinación de dicha ley deberá hacerse sobre la base de las normas de Derecho internacional privado de cada uno de los países de que se trate, o por referencia a las disposiciones de convenios internacionales específicos, si son aplicables al caso. Pero, sobre todo, se sabe que el recurso a la i.p. puede dar lugar a muchos problemas de interpretación.

¿Y qué pasa con el tribunal que decidirá en caso de litigio?

En un contrato internacional, es sumamente importante prever la denominada cláusula de elección de foro que aclarará, en caso de litigio entre las partes, a qué jurisdicción de un Estado determinado se someterá el litigio. La ausencia de una cláusula de este tipo expondría a las partes, de hecho, a un riesgo muy grande, ya que podría dar lugar a litigios transnacionales ante uno o varios tribunales de diferentes Estados, con una gran pérdida de tiempo y de recursos económicos para la empresa. No es obligatorio elegir siempre la jurisdicción de un Estado concreto; en la práctica del comercio internacional, de hecho, también es frecuente el recurso al arbitraje internacional (institucional o no), mediante la redacción de una cláusula compromisoria o, incluso, arbitral.

Negociar un contrato internacional no es fácil… ¿hay algún consejo que daría a las PYME que mantienen relaciones comerciales internacionales?

El principal consejo es contar con el apoyo de un especialista desde las primeras fases de la negociación de una relación con un homólogo extranjero. Me refiero a la fase de negociación de una carta de intenciones o un memorando de entendimiento. Porque en esta delicada fase, el profesional puede orientar las decisiones de la empresa en la dirección más adecuada al caso: la mejor elección en cuanto a la ley aplicable, precisamente, la forma de pago más adecuada o el Incoterm más apropiado en el caso de una venta internacional, así como las mejores soluciones en materia de responsabilidad, garantías o protección de la propiedad intelectual.

Fuente: por el equipo editorial de Exportiamo, redazione@exportiamo.it, editado y traducido por info@exportamos.info

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