TECHNIQUE FOR ESTIMATION OF COSTS AND PRICES IN CONTRACTS FOR THE INTERNATIONAL SALE OF GOODS BASED ON INCOTERMS®

The settlement of costs and prices in international business is an essential aspect of the competitiveness of internationalized companies. In this way, the "International Commercial Terms" (Incoterms)® as rules for the involved parties to a contract of international sale of goods become strategic, not only to define the conditions of delivery of the goods but also to define the value of an export according to the point of delivery within the international physical distribution chain. This study presents a detailed example of the costs derived from an international sale and purchase process, considering different databases published on the Internet, and provides a technique to simulate the value of each Incoterm 2020 rule. The results indicate the estimated prices for an export case from Colombia to the United States for containerized cargo. It is concluded that this technique facilitates the planning of the international sale and purchase, allowing to know the export values for each Incoterm, besides presenting an innovative model adaptable for other goods.