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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Austria Sales Law Industry March 2020 Vol.13, No. 50, Winter 2020

Cathy Lynn Danzer


Cathy Lynn Danzer began working with Danzer organization in 1994. With her degree in Environmental Engineering from the University of Dayton, she developed Environmental and Safety Management Systems according to the ISO14001 standard for all of Danzer’s manufacturing operations. In 2004, Mrs. Danzer graduated from the University of Pittsburgh School of Law with her J.D. and a certificate in International Law and is a current member of the Pennsylvania Bar Association. In her role as Sustainability and Compliance Counsel for Danzer, she focuses on sustainability reporting, international standards development, stakeholder engagement and conducts risk assessment and mitigation programs.

Danzer Holding AG


Danzer is a leading quality hardwood company with production facilities in North America and Europe. It has approximately 1,600 employees and services customers from 18 sales offices worldwide. Founded in 1932, Danzer is managed by a third-generation family member. The company owns and sustainably manages forests in North America and produces sliced veneer, lumber and innovative value-added wood products for decorative purposes. Danzer products are used in high-quality furniture, kitchen cabinets, cars and other applications.

Austria Sales Law Industry March 2020 Vol.13, No. 50, Winter 2020

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